Account Value Over Volume: Orchestrating a Common-Sense Approach to Sales & Marketing

June 1, 2017 | Justin Gray | No Comments |

Everyone is in Sales these days. Even executives.

It used to be there were two primary reasons for a CEO to be on a call with a customer—either the customer was a VIP or someone screwed up big time. Any other time, you wouldn’t dare bother the leader of the company with something as plebian as engaging with a prospective customer.

Those days are over. Now, more than ever, an engaged executive is effectively a threaded power play. Participating in carefully orchestrated, personal interactions with prospective customers may surprise some, but others will see it as a sign of an organization fully aligned around making a difference.

Once upon a time, a slick sales pro mocked me for suggesting an executive get involved. Today, I’m the executive. When it comes to the success of my team and our customers, nothing is beneath me. I shared deeper thoughts on the subject with our friends at Engagio. Make the jump and check it out.

Leave a Comment

Want more? Here's some related content


#MAfails: New to Marketing Automation and Looking With Your Eyes Shut

My most memorable fail in the marketing automation world happened when I was still pretty...

Do You Have It? Thoughts on the "Optimism Effect"

I often wonder: is optimism an inherent, or learned skill? I hope it can be...

The Two Things Your Business Must Have to Grow

When I graduated from college way back when (can a little more than a decade...
email best practices ebook

Walking the Talk: Email Best Practices

 Here's how WE talk to OUR clients about email. (more…)
click to convert: landing page best practices

Click to Convert: All You Need to Know About Landing Pages

The only guide you need for consistently high converting landing pages. (more…)

Content Planning Checklist

Your first step in the right direction to creating high caliber content is a content...

Back to the Marketing Future: From Demand Gen to Account-Based Marketing

Great marketing doesn't require stolen uranium. And while we may not need roads where we're...
Email Subject lines ebook

Email Subject Lines: How to Write Enticing Copy that Readers Can't Resist

With the rise of digital marketing, businesses are using multiple platforms like social media and...