Often discussed but rarely understood, account based sales and marketing are the new buzzwords of industry. How has this new approach changed B2B sales?

To find out, we invited Chuck Frydenborg and Mariana Just to come on the B2B Revenue Executive Experience podcast. Chuck serves as Vice President, Global Sales and Mariana as Director of Revenue Marketing & Operations at Acrolinx, an AI platform that uses linguistic analytics to improve corporate content.

According to Mariana and Chuck, marketing and sales exist within an intellectually diverse landscape in which buyers are ⅔ to ¾ of the way through the decision-making process about a product or service before contacting the company's sales team.

Both Chuck and Mariana bring deep experience in their respective fields, and we had a chance to ask them about team building, alignment, and building relationships for success in account based sales and marketing.