The power behind account-based sales development lies in the personalization for your buyer personas. But too often sales reps find themselves further generalizing their target accounts, further away from their pipeline than ever before. To truly understand account-based sales development, you have to get out of your comfort zone, look at your approach from other sets of eyes, and adapt your strategy to your target acccounts.

In this episode of the B2B Power Hour, Nicholas sits down with the undisputed expert in account-based sales development and CEO at Apex Revenue, Joey Gilkey to uncover the iceberg that is true, successful, ABSD.

Listen in as we discuss:

  • Why it's better to take a more focused, organized approach to account-based sales rather than trying to Frankenstein a framework together without very much good data
  • Where sales reps who are implementing account-based sales development are going wrong in their process, and how to course correct their strategy
  • How to capture your potential clients with by tooling your messaging to be more consistent, vague and intrigue based rather than an outright one-and-done pitch
  • How working to understand the perspectives of different roles in your company can help you better understand your buyer and develop a stronger account-based strategy

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