ABM Powers Sales Outbounding SalesLoft provides the leading sales outbounding automation platform. Their software enables sales to personalize cadences for sales reps that combine email, social touches, and phone outbounding. SalesLoft’s marketing generates a lot of inbound interest, but deal sizes weren’t growing. To increase their deal size, they turned to account based marketing. BACKGROUND Salesloft has about a thousand target accounts among several account tiers. They have a tier for top accounts, another for sales rep territories, and a third based primarily on inbound. The account tiers were determined by a top down and bottom up approach. Marketing worked with the executive and strategy teams to determine which accounts they wanted to acquire and grow. They also solicited

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