Account based sales show great promise. Like any sales methodology, however, there are many different tactics for account based sales.
Most sales professionals are not contextualizing their outreach enough—they only have basic information about the company and buyer they wish to connect with. With the rise of sales automation, often times sales professionals default to the provided <<insert company name>>, <<insert first name>> or <<insert industry>> as a form of personalization.
Account-based efforts are all about aligning sales and marketing around personalized outreach to a target set of accounts. This outreach requires a slower, more focused approach to reach as much of the buying committee as possible. The whole idea behind an account-based strategy is to engage all the stakeholders and key influencers who are involved in a B2B purchase decision.
Click the play button below for the video version of this post. Or, skip that and read the article below.
Want to jumpstart your account based efforts?
The email began, “Joanne, I need to ask Jim for a referral, and I’m about to send this email. Would you review it for me and let me know if it’s OK to send?”
Our latest research shows that beyond traditional tactics, social is the most employed channel for ABSD.
Our latest research shows 66% of B2B sales leaders say social strategies are “absolutely crucial” to account-based sales development (ABSD).
The Account Based Everything model is built on the discipline of sales development. In a successful ABE strategy, you can’t just hire a bunch of young Sales Development Reps, give them a list of companies, and say ‘Good luck’.