Account based approaches often align sales and marketing. However, Sendoso has taken that further by aligning all customer-facing go-to-market teams using a target account framework.

Sendoso CMO Dan Frohnen has fundamentally shifted the demand generation strategy to completely align with SDRs, which means that they are communicating with the same prospects to achieve the same outcomes. Sales is constantly examining conversion and win rates to make sure they are meeting expectations. And even customer success reviews the activities of top customers and shares that with the rest of the go-to-market team.

Watch this on-demand session from TOPO Summit to learn his strategy!

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