Index
A
- A/B testing, 63–86
- case for, 64–66
- continuous performance improvement and, 66
- defined, 185
- e-mail variables, 35–38, 67–83
- examples, 67–83
- hypotheses for, 67
- “just checking in” mentions, 80–83
- LinkedIn mentions, 76–79
- longer vs. shorter e-mails, 72–75
- revenue attribution and, 152
- sales communication channels, 86
- sequences, 60
- success ratios for, 67
- tough sell vs. soft sell, 68–71
- variables to test, 63
- Account-based customization, 19, 20, 23
- Account-based Marketing, 150
- Account-based plays, 117–119
- Account-based Sales Development (ABSD), 88
- marketing orchestration and, 119
- Account-based sales strategies, 115–126, 182
- Account Executives (AEs)
- Account Managers (AMs)
- Accounts
- Account sourcing, 23–30
- Action plans, 112–113
- Activation
- Active tools, 146
- Administrative tasks
- AdTech, 150
- Agoge team, 99–100
- Alignment strategies, 127–141
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