Growing Your Business? Here’s How Account Based Selling Can Help Boost Your Sales

1. September 8, 2017 Growing Your Business? Here’s How Account Based Selling Can Help Boost Your Sales In sales, building a strong customer base is of utmost importance. While so many strategies to acquire customers have been developed, newer models have shown greater success in terms of customer capture rates and purchase success. Have you been having difficulty trying to increase your sales and consumer reach? Then it’s probably time to take a look at how account based selling can potentially drive your company’s success. Page | 1

2. High Value Targets Instead of prospecting clients through lead-based and contact-based approaches, account based selling targets customers with high value accounts. Usually, dealings are made with the important people in the organizations. Instead of agents being snubbed by the company, an effective referral program is used to easily penetrate the company through an introduction from people your high value prospect knows. Personalized Engagements When working with another enterprise, account based reps are not just limited to a single point of contact. In fact, even if they aim to close a deal with a VP, they are also engaged with other relevant people in the company like CEOs, directors, managers with the aim of understanding the company’s goals. They get to build relationships with these customers and understand the needs of the company so when they meet with decision makers they can offer a custom solution based on data they collected. Using a more personalized approach, account based selling can effectively capture the right company and the decision makers as well. Moreover, through account based selling, companies can customize their marketing techniques, such as webinars, workshops, demos and trials to fit the prospect’s need. Also, with ABS, you can easily see which channel among email, social media and traditional marketing works best with your clients. Increased Revenue As you deal with large accounts, the potential value of purchase from your prospective customer is also bigger. Thus, account based selling helps you focus on accounts that would yield higher revenue. In fact, a survey showed that 60% of companies that implemented account based selling experienced an increase in revenue a year after use. Page | 2

3. With ABS, the results are easily measurable. You can input a company’s purchase history and other data, and check whether they are fit to be prospected. Moreover, through the ABS system, you can customize deals relevant to their size and requirements. Return on Investment To ensure success in account based selling, a well-planned and a reliable method is required. However, no matter how polished your methods are, you need to sell to the right customers. In fact, through a referral selling method, you can easily identify which among the prospects are likely to be converted to clients, and which are not. In return, you get to save on resources. Moreover, 80% of marketers measuring ROI (Return-on-Investment) say that account based selling outperforms other marketing investments. More than that, 84% of marketers also said that this model effectively retains and improve client relationships. Especially when your business offers high value solutions or subscription based products, account based selling is best for your company. Account based selling ensures that your business will be efficient in sales, marketing, support and product development. In fact, it aligns your sales and marketing team to generate effective ways to capture a client. In all, with a more personalized approach, you get to build lasting relationships with your clients who will in turn, give more referrals that would help widen and expand your market. About No More Cold Calling: No More Cold Calling ensures a personalized approach to customer building. We believe that a referral introduction is key to convert prospects to clients. Our referral selling program and account based selling techniques are ideal for businesses who want to get measurable sales boosts. Sources: What is Account Based Selling and How It Can Help Your Sales Team, Business2Community.Com Why B2B CMOs Need To Know About Account Based Marketing, Forbes.Com Page | 3