Episode in Brief
Sales has changed in the last years and it keeps evolving. Many of the changes have occurred as a response to a change in buyers and adapting to constantly changing markets. Account-based selling is one of these new emerging sales tactics. My guest shares what account-based sales is all about and what it takes to implement this new way of selling.
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What is Account-based Sales?
Account Based Sales (ABS) is a new sales development approach which is primarily used for a business-to-business (B2B) sales model that targets companies (accounts)– rather than specific leads. The main idea is to target multiple prospects inside one and the same organization and pursuing the account rather than just pursuing an individual prospect. This new method is used to predict and target the accounts that will be most receptive to buying by creating hyperpersonalized and targeted campaigns for everyone.
While this is a relatively old business selling model, account-based sales still differs to the old sales development methods. It provides sales representatives with the possibility to shift away from targeting a high volume of random leads and helps them focus on targeting specific accounts. Therefore, these would be some advantages of account-based sales:
SDRs take a more targeted approach toward specific accounts with more detailed insights about prospects.
The emails are specifically targeted for each individual prospect and no email is like the other.
Account-based sales bring more departments and roles into the game to gather the most insights about prospects.
It’s all about data! Clean and reliable data. SDR’s now spend more time enriching lead profiles with data from different sources.
Just another buzzword?
While this is a relatively old business selling model, it has become more common thanks to new technological advancements. There are now several solutions that help companies discover viable accounts based on a variety of criteria. But how important is this new sales tactic? With the help of Google Trends, we can identify that both account-based sales/selling have been on the rise since the last three years and are still consistently growing. Meaning that more and more people are getting interested in this topic and searching for reliable help. Therefore, it is safe to say that account-based sales is here to stay and it’s up to each individual sales department to evaluate whether this new sales tactic is suitable for growing sales.
How to get started?
Well, that’s not that easy to explain in a couple of words. But that is exactly the reason why I am currently working on an extensive eBook guide to answer all your questions about account-based sales and provide a framework for making the strategy work for your entire sales organization. This eBook will be ready in a couple of weeks, but you can already now register and be the first one to get it. Pre-register now by simply leaving your email below: