Jay shares his experience and insights on the shift from traditional SDR roles to a more strategic, ABM-centric approach, and the essential partnership between Sales and Marketing that drives this transformation. You’ll learn:

• Key steps to transition SDR teams from an MQL-focused model to an ABM-aligned structure
• Differences between inbound and outbound SDR roles in an ABM context and how to leverage the best of both
• Effective strategies for adjusting compensation and goals to incentivize the new ABM-oriented behaviors
• Tactics to foster a tight-knit, collaborative partnership between Sales and Marketing leaders
• The importance of change management when rolling out an ABM shift and how to drive adoption across the organization

As ABM is a critical component of B2B marketing strategies, aligning your Sales and SDR functions to support these efforts is crucial. Jay provides a roadmap for transforming your sales teams to thrive in an ABM-driven world, sharing real-world examples and best practices honed from his extensive experience leading these initiatives at Demandbase.

Whether you're a marketing leader looking to tighten the integration between your teams, or a sales executive navigating the shift to account-based selling, this episode is packed with actionable insights to drive greater alignment and success. Tune in to learn how to evolve your sales organization to power world-class ABM programs.

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