Account Based Selling is an advanced B2B sales model where sales teams develop a relationship with an Account focusing their energy and efforts on meeting the needs of that specific company, as opposed to just targeting separate leads. The biggest challenge? To execute it.
That’s where Guided Account Based Selling comes into play. Adding Guided Selling capabilities into the mix, Guided ABS aligns sales, marketing, and customer success teams and helps them easily execute the strategy together.
Create an Account-Based plan or playbook to target the Accounts you want to have in your portfolio. Map out the org structure and match the two to have the best chance at winning them over
Execute your Account strategy to a tee, track how well it performs in real time, and make quick changes on the go. Integrate with other
account-based sales tools like Marketo, Zendesk, or Slack to get more insights
Set up multichannel sequences for specific Accounts in your pipeline. Fit
them to your playbooks and account maps, and run Account Based
nurturing and outreach automatically
Developing great relationships with Accounts is the key to winning deals with them. See who your champions are for each Account and don’t drop the ball when it’s crucial