August 17th, 2017

2:00pm - 3:00pm EST/EDT

SUMMARY Account-based Marketing (ABM) and Account-based Sales Development (ABSD) are better together—but only if your sales and marketing teams are aligned with sales enablement. Once you have a marketing infrastructure in place, ongoing sales training is critical to long term success in an Account-based world. Join this webinar to learn how to develop and deploy a training approach for using sales enablement in an Account-based world. ATTENDEES WILL GAIN HOW TO: • Acknowledge and explain the strategic shift in “how things have always been done” to your new Account-based sales enablement processes • Infuse the concept of group decision-making and differing personas at the buyer level to help inform content creation and sales meeting strategies • Implement alignment between the buyer’s journey and your sales process • Establish roles and responsibilities with prescribed connection points between activities and revenue • Set up benchmarks and both qualitative and quantitative feedback about your training and processes ABOUT OUR SPEAKER Shawnna Sumaoang, Director of Marketing, Highspot Shawnna is Director of Marketing at Highspot. Her background is in strategic development and execution of marketing and communications programs in the technology industry. Shawnna's current mission is to elevate the role of the sales enablement to a critical business function charged with driving radical improvement in sales effectiveness. REGISTER This AA-ISP hosted webinar is complimentary and open to all. Please click here to register - session will be conducted via Zoom. During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us and a technician will be available to assist you momentarily. Feel free to contact us with any questions at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.