Remember those four predictive models we discussed? To recap, the more information those models are fed through this process, the smarter and more helpful they become, enabling BDRs to go after IICP accounts and relevant contacts showing buying signals. Continue conversations, don’t hit reset with each new person Well-executed ABX programs make it possible for sales and marketing teams to use data to its greatest extent — to continue conversations rather than pushing the reset button on a conversation with every new person engaged in the sales cycle. As a deal moves from BDR to AE, the AE should have the most up-to-date information about every marketing activity, sales activity, and response from the account, creating an amazing, informative, and efficient sales process for both sides of the buying journey. What’s possible with ABX programs? As sellers and marketers, we love to talk about journeys and paths and cycles and funnels. All of these shorthands are a way for us to encapsulate the intricate, coordinated efforts a company goes through to create an exceptional customer experience and drive predictable revenue growth. At each stage of the journey, buyers have different needs or questions to be answered. Sales and marketing know which pieces of collateral and what tactics are best suited to a specific part of the journey to answer buyer questions. ABX programs allow teams to anticipate these questions to drive the conversation forward — moving the sales rep to the all-important advisor role buyers are looking for. 6sense.com | (415) 212-9225