Tailwind ~ Lowell Price ~ Chief Sales Officer with Chief Outsiders

Lowell Price joins Tailwind for a conversation on strategic account prospecting and why the SDR playbook does not work the same way for complex enterprise accounts. We talk about the difference between volume-based outreach and account-based selling, why strategic AEs need to treat each target account as a “market of one,” how to select the right accounts, build multi-threaded relationships, use persona-based messaging, watch for compelling events, and why leaders need to support strategic sellers with strong ICP clarity, differentiated value propositions, coaching, tools, and account-level research habits.