Everywhere you look nowadays - sales people are talking about account based sales (ABS) or account based selling. What exactly is it and how can it help your business succeed in driving pipeline?
Account Based Sales was adapted from the principles of Account Based Marketing for the sales development process. ABS focuses on launching tailored, SDR-driven campaigns into specific target accounts rather than only ideal customer profiles.
Account based selling can be extremely powerful to generate valuable pipeline if your company is selling into the enterprise where you have multiple roles needing buy-in on your product before implementation. If your sales development team is swimming in leads and is receiving considerably positive conversion rates, ABS might not be right for your team. However, if you are feeling ideal customer fatigue where you're running out of fresh prospects to reach out to in a specific role, ABS can be the way to move forward.