7 conditions for successful account based sales
Posted: Mon Dec 23, 2024 8:12 am
Account based selling and sales enablement
Account based strategies combine insights and knowledge of a good targeted strategy, with the technology for the right one-to-one execution.
Also read: Getting started with social selling? In 9 steps to a successful strategy
With this more focused approach and fewer goals, salespeople can work in a much more structured and systematic way. This way, they can maximize their efforts and get the highest return on their efforts. According to the Sales Hacker site, ABS ensures better conversion, shorter sales cycles and larger transaction volumes. In addition, it improves sales efficiency and productivity.
Research by Aberdeen Group showed years ago that 75 percent of B2B customers prefer an account-based approach, because of the personalization. A sales enablement tool supports this activity by advising and offering the best content for each situation, preferably directly in the CRM system. The easier access to relevant content is, hospitals mailing list the greater the chance that salespeople will actually use it.
1. Trust
Account based selling is not so much about selling the product, but about delivering value to the account. An ABS approach gives sales the time and space to build trusted relationships. In doing so, the salesperson who truly understands the customer’s challenges and problems can provide relevant, valuable content and meaningful insights on the path to a solution. This tactic also helps salespeople find the ‘internal ambassador’. That is the person at the customer who can help bring the product or service to the attention of other decision makers, and thus move the deal a step further.
2. Adding value through relevant content
After identifying the right people at the right accounts, salespeople need to make contact. They do this using relevant content that matches the customer’s needs and specific situation. B2B buyers now expect an individualized purchasing process. This must take into account their unique challenges and priorities. Prospects are able to find generic information such as prices, technical overviews and product comparisons themselves. However, they often still need someone to add meaning, context, perspective and relevant insights.
It is therefore imperative that salespeople know who they are talking to and how best to adapt their sales process to the customer. The salesperson therefore needs input to come up with the right appropriate messages and content to get the attention of the key decision makers.
Account based strategies combine insights and knowledge of a good targeted strategy, with the technology for the right one-to-one execution.
Also read: Getting started with social selling? In 9 steps to a successful strategy
With this more focused approach and fewer goals, salespeople can work in a much more structured and systematic way. This way, they can maximize their efforts and get the highest return on their efforts. According to the Sales Hacker site, ABS ensures better conversion, shorter sales cycles and larger transaction volumes. In addition, it improves sales efficiency and productivity.
Research by Aberdeen Group showed years ago that 75 percent of B2B customers prefer an account-based approach, because of the personalization. A sales enablement tool supports this activity by advising and offering the best content for each situation, preferably directly in the CRM system. The easier access to relevant content is, hospitals mailing list the greater the chance that salespeople will actually use it.
1. Trust
Account based selling is not so much about selling the product, but about delivering value to the account. An ABS approach gives sales the time and space to build trusted relationships. In doing so, the salesperson who truly understands the customer’s challenges and problems can provide relevant, valuable content and meaningful insights on the path to a solution. This tactic also helps salespeople find the ‘internal ambassador’. That is the person at the customer who can help bring the product or service to the attention of other decision makers, and thus move the deal a step further.
2. Adding value through relevant content
After identifying the right people at the right accounts, salespeople need to make contact. They do this using relevant content that matches the customer’s needs and specific situation. B2B buyers now expect an individualized purchasing process. This must take into account their unique challenges and priorities. Prospects are able to find generic information such as prices, technical overviews and product comparisons themselves. However, they often still need someone to add meaning, context, perspective and relevant insights.
It is therefore imperative that salespeople know who they are talking to and how best to adapt their sales process to the customer. The salesperson therefore needs input to come up with the right appropriate messages and content to get the attention of the key decision makers.