Account-Based Sales Development: Coordinating SDR and Marketing on Named Accounts

Account-based sales development coordinates SDR outreach with marketing air cover on named accounts. Here is how enterprise teams run ABSD programs with data-driven account selection and multi-channel execution.

Daniel Saks

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mins read

Playbook

Territory Planning for Enterprise Sales: How to Divide the Market With Data

Territory planning at enterprise scale requires scored TAM data, balanced account distribution, and segment-specific assignment rules. Here is the data-driven approach.

Multi-Segment Outbound: How to Run Different ICPs Across One SDR Org

Enterprise companies sell to multiple segments with different ICPs. Running them through one SDR org requires separate scoring models, segment-specific contacts, and unified operations. Here is how.

How to Build an SDR Team from 10 to 100 Reps Without Breaking the Pipeline

Scaling from 10 SDRs to 100 breaks every manual process in the outbound stack. Here is the infrastructure to build at each stage so the pipeline scales with headcount.

The Outbound Operations Playbook for Enterprise SDR Teams

The playbook for running outbound operations at enterprise scale. Covers list building, contact qualification, territory assignment, campaign execution, and the feedback loop that sharpens every cycle.

Named Account Strategy: How to Build and Prioritize Your Enterprise Target List

Most named account lists are built on gut feeling and historical relationships. Here is how enterprise teams build data-backed named account strategies with scoring, tiering, and signal prioritization.

How to Scale Outbound When Your SDR Team Hits 50+ Reps

Outbound operations break between 25 and 50 SDRs. List building, territory assignment, and contact quality all degrade. Here is what to fix and in what order.

Outbound Personalization at Scale: Beyond First-Name Merge Tags

Personalized emails get 26% higher open rates. But most B2B personalization stops at first name and company. Here is how to personalize outbound at scale using data, not manual research.

ABM Without the Enterprise Price Tag: How Mid-Market Teams Run Account-Based GTM in 2026

You do not need a $200K Demandbase contract to run ABM. Here is how mid-market B2B teams build account-based GTM programs that work on a realistic budget.

How to Run a CRM Data Audit in 2026 (Step-by-Step for RevOps)

A practical step-by-step guide to auditing your CRM data quality. What to check, what benchmarks to hit, and how to fix what you find. Built for RevOps.

2026 Playbook: Agentic AI Adoption in California Tech

Discover how agentic AI delivers up to 171% ROI for GTM teams in California. Learn proven strategies from Landbase.

The Outbound Sales Playbook for California’s Tech Surge

Learn how to target high-growth California startups in 2025. Use AI-driven outbound strategies to capture pipeline and accelerate revenue.

How to Use Customer Data Platforms to Build High-Intent Audiences (Step-by-Step)

Learn how to use customer data platforms to build high intent audiences. Collect events, unify profiles, segment prospects, trigger sequences, and score signals for better GTM results.

Natural-Language Targeting for B2B: The Definitive Guide

Learn how natural-language targeting lets B2B teams define audiences in plain English using AI, real-time signals, and data to improve targeting and pipeline quality.

Daniel Saks

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mins read