Helpful Tips for Applying Account Based Sales Development for Your Business

1. July 14, 2017 Helpful Tips for Applying Account Based Sales Development for Your Business If you’ve had a sales team for a while now, then you’ve most likely already heard of this so- called new strategy that’s meant to give your sales performance fantastic results unlike any other. Actually, this is not a relatively new concept, but more of a renewed appreciation of a methodology that’s been long available but merely overshadowed. This is the account based sales development (ABS) strategy, and more companies are getting on board andapplying it in their own business strategies. Page | 1

2. In a Nutshell This approach provides you a more comprehensive understanding and therefore a more sustainable and viable system for building a relationship with your leads or target markets. These are not cold call leads. It also involves the different departments of your company, and not just the sales team itself. What it also does is to strengthen the sense of community in your organization, making everyone accountable for everyone else’s successes and failures instead of keeping them isolated and compartmentalized from each other. Can You Use It? If you want to try an account based sales development strategy, the very first thing you need to ask is if it’s the right approach for you. This approach works best for those companies who already have a clear-cut vision of who their target market is. This is a high-precision operation, so until you have all the information or data you need to strategize an approach, don’t consider yourself ready for this method. It’s also ideal for those who offer subscription-based products--if you have at least three months’ worth of sales cycle, all the better. A subscription-based offering is a great fit for account based sales because this model fully utilizes all the components that ABS has to offer. From making the pitch to onboarding, to managing the account and upselling or cross-selling, it provides the perfect opportunity to get all the wheels of a holistic sales performance geared into motion. Important Considerations In making the ABS strategy sustainable, you must keep in mind that data collection remains to be crucial from start to finish. Don’t just be interested in gathering initial profile data for your target market. Once they are onboard, make sure to keep in close communication with them so you can have access to their insights. Page | 2

3. What they have to say about their own experiences as your client for your product or service can give you valuable knowledge about what areas you can improve on, and which ones are working. Don’t be too quick to dismiss what they have to say, because it could be the basis for your future developments or strategies. Seek help from professionals such as No More Cold Calling to have a clearer picture of how exactly an account based sales development strategy can help improve your organization’s performance. About No More Cold Calling: No More Cold Calling is dedicated to helping organizations improve their sales prospecting performance. We know all too well how challenging and tricky it can be to approach leads and actually win them over. A referral strategy ensures your team gets every meeting with one call and lands and expands within their target accounts. Sources: 7 Signs You Should Pivot to an Account-Based Sales Development Process. SalesHacker.com Developing an Account Based Selling Strategy to Start the New Year Strong. SmartSellingTools.com. Page | 3