Busting Silos
How Snowflake Unites Sales and Marketing to Win its Best Customers
Hillary Carpio, Travis Henry
- 256 Seiten
- English
- ePUB (handyfreundlich)
- Über iOS und Android verfügbar
Busting Silos
How Snowflake Unites Sales and Marketing to Win its Best Customers
Hillary Carpio, Travis Henry
Über dieses Buch
Unify your teams and goto market like the best in the business Hillary Carpio and Travis Henry of Snowflake helped scale the go to market program behind one ofthe fastest growing software companiesin history. Not satisfied with the traditional model of separate sales and marketing functions, they married both into integrated, account-based, cross-functional teams that targeted and closed business at historic rates—what they call "one-team GTM." In Busting Silos: How Snowflake Unites Sales and Marketing to Win its Best Customers, Carpio and Henry map out how you can do the same at scale. Learn to:
- Turn your funnel upside down and stop wasting resources
- Design a one-team ABM program, align people with strategy, and win buy-in
- Deliver the right message at the right time to the right account
- Scale your pilot to sell (and upsell) to enterprise heights
Whether you are building a new ABM function or scaling an existing one, your ABM and sales development reps are likely siloed. To go to market at size, speed, and scale like Snowflake, that needs to change. Busting Silos is your roadmap to making it happen.