How to Use Account-based Sales Development to Drive Sales Growth. With Lars Nilsson. #307
My guest on this episode of Accelerate! is Lars Nilsson, VP of Global Inside Sales at Cloudera, and a pioneer in the development of the account-based sales development model. In this episode, Lars and I discuss the evolution of Account-Based Sales Development (ABSD), and how Cloudera is effectively using ABSD to drive its sales growth with major accounts. We also get into how to align the various responsibilities of sales & marketing and talk about big data & sales analytics and how to manage them.