From The Blog
Stories, frameworks, and tips from scaling the world’s best companies
Account Based Sales Development: A New Methodology in Lead Execution, Target Outbound, and Pipeline Generation
Here’s a plain and simple truth: the best sales development teams today leverage technology to perform smarter, better and faster. The proliferation of, and advances in, sales technology have presented today’s sales development teams with an opportunity to completely...
Why SDRs Are The Most Important Role In The Sales Function
In this SaaStr podcast, hosted by Harry Stebbings of The Twenty Minute VC, Lars explains why he believes that SDRs are the most important role in sales and how their role ensures a full pipeline compared to the role of demand gen and marketing.
Sales Leader Who Drove Four IPOs
In this UC TV Production filmed on the UCSB Campus in front of a live classroom of students in the Technology Management Program, Lars sits with professor John Greathouse and discusses his professional wins and personal losses.
Post IPO, Cloudera Reflects on Its Two Year ABSD Journey
A Startup’s Steep Climb to the IPO Summit Getting a venture-backed enterprise B2B technology company funded and off the ground is hard, but it happens every day now here in the Valley. Taking your company to a $5M run rate in two years – This means you’ve found...
Account-Based Sales Development: 5 Factors for Success (Infographic)
Part I of our Account-Based Sales Development series focused on making sure your sales org is a fit for the Account-Based Sales Development (ABSD) model and key factors that are associated with its success.
4 Must-have Touch Patterns For New Account-Based Sales Development Teams
In 2016, we had a great epiphany, and created what is now widely accepted as: Account-Based Sales Development. Since then, the space has evolved considerably — the tools, the processes, the playbook. But it is important to know that Account-Based Sales Development is...