Sales Prospecting Summit by Mailshake Presents

Sales Development - the True Rockstars of Successful ABM Programs

With Sarah Tosh from Sigstr

What you’ll learn in this session

There are three primary stages to any good account-based marketing strategy: account selection, execution, and measurement. In this session, Sarah Tosh gets in the weeds on each of these elements, discussing innovative ways to identify warmer accounts to target, surround prospects both online and offline, and how to determine the most important metrics to monitor.

Key Takeaways

  • How to select accounts to pursue, and why you shouldn’t limit yourself to “cold” accounts

  • Defining key players and specific roles for each department within the organization

  • Opportunities to go beyond phone, email, and social to subliminally surround prospects from all angles

  • Determining the most important metrics to monitor

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About Sarah Tosh

Working at companies like Salesforce, Return Path, and now Sigstr, Sarah Tosh has spent the last 7 years building a name for herself in the emerging Indianapolis, or as locals say “Indy”, tech scene.

Sarah joined the Sigstr team pre-Series A funding and was tasked with building a pipeline machine. And let me tell you, she has done just that. Sarah touches all things pipeline related - Sales Development, enablement, events, and now Sigstr’s notable Account-Based Marketing program.

Sarah is a lover of process, collaboration, creativity, and of course, hot sauce!

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