The February 11th virtual meeting of the Sales Leadership Community hosted by the Chicago Chapter was a great event.

The topic for the meeting was “Moving From Opportunity-Focused Selling to Account-Based Selling”.  At this event, the panel of senior executives shared insights, perspectives, and experiences on the differences between opportunity-focused selling and account-based selling.  During the discussion, panelists commented on the people/roles involved plus engagement approaches necessary to be successful.

This virtual meeting included 60 minutes of panel discussion plus 30 minutes of virtual networking.  Attendees left the meeting with ideas, approaches, and actions to help organizations more effectively engage whether the focus is opportunity-based or account-based.

Host for the meeting was the Chicago Chapter of the Sales Leadership Community with support from DePaul University’s Center for Sales Leadership and SOAR Performance Group.


Listen to or download the audio from the meeting:


Who was on the panel?


Questions discussed include:

  • One of the trends we are seeing is a focus on moving from a lead/opportunity-based sales strategy to a more account-based sales strategy. In your opinion, why are organizations making this move?
  • What are some of the critical things that an organization needs to get right in order to successfully make the jump from opportunity-based selling to account-based selling?
  • What are some of the mistakes that you see organizations making when they think about this move?
  • How do you change the mindset and the skillset of a team that has been more opportunity-focused historically?
  • How does the move from opportunity-based to account-based change the way that sales leaders need to align with their Marketing and Customer Success counterparts?
  • What concluding advice would you give to a sales leader thinking about implementing an account-based sales strategy?


When was the meeting?

February 11, 2022 / 2:00pm Central US (60 minutes panel discussion + 30 minutes networking)


Where was the meeting?

Virtual meeting on Zoom


Why should you attend in the future?

The meeting offers opportunities to:

  • hear from other sales leaders to get their perspective on important topics you face within your company
  • meet other sales leaders from the area to expand your personal and professional network
  • connect with DePaul University students participating in the sales program to identify potential sales talent
  • ask your questions to the panel (and group) to get further insights.


Who might be at the meeting?

Previous events have included sales leaders from top companies of all sizes and industries.  Plus, there will be DePaul University students that are participating in the sales program.  Are you looking for some sales talent for your organization?  The meeting is open to practitioner sales leaders and invited guests.  There is no cost to attend.  Registration before the meeting is required.


About the Chicago Sales Leadership Community

The Chicago Sales Leadership Community was co-founded by DePaul University and SOAR Performance Group to create a forum for best practice sharing and executive networking within the greater Chicago area.  The community is a cross-industry organization of senior sales leaders focused on building a community within the Chicago market for advancing best practices in sales leadership.

It also creates networking and mentoring opportunities for Chicago senior sales executives with DePaul University students participating in the DePaul University Sales Program.  The community is led by the advisory board with representatives from companies that represent different industries and go-to-market models.

In addition to the meetings, the community also provides online options for participation through recordings and an online community.


Sales Leadership Community - Chicago Chapter