Account-based selling is not new, however, it is not common among most sales teams.
Spaghetti on a wall works for lots of sales professionals and companies. However, buyers are savvy and want the information to be relevant and add immediate value. Random messages with little value or context dilutes a person or company’s reputation and brand position.
Account-based selling or account-based everything model is about being strategic and intentional in your sales efforts. It’s not about casting a wide net and hoping for the best. Instead, it’s about identifying the accounts most likely to bring in significant revenue and tailoring your approach to meet their specific needs.
One of the critical benefits of account-based selling is that it allows sales teams to focus on quality over quantity. By targeting specific accounts, sales teams can invest their time and resources into building relationships with decision-makers and influencers within those accounts. This personalized approach can help build trust and credibility, leading to more closed deals.
Another advantage of account-based selling is that it encourages collaboration between sales and marketing teams. By working together to identify target accounts and develop tailored messaging, both teams can ensure they deliver a cohesive message throughout the buying process.
In summary, account-based selling is a powerful strategy for sales teams looking to maximize their success in pursuing high-value accounts. By focusing on quality over quantity, tailoring their approach to meet specific needs, and collaborating with marketing teams, sales organizations can increase efficiency, improve close rates, and drive revenue growth.
Examples of ways to build out an account-based selling strategy may include:
Personalized Email Campaigns: A company may create highly personalized email campaigns for high-value accounts, addressing their needs and pain points.
Customized Landing Pages: A company may create customized landing pages for each targeted account to provide tailored information about how their product or service can solve their problems.
Special Events: A company may host special events such as webinars, workshops, or conferences for a targeted high-value account to showcase its product or service and build relationships with key decision-makers.
Social Media Targeting: Companies can use social media platforms like LinkedIn to target specific high-value accounts with personalized content that addresses their unique needs and interests.
Account-Based Advertising: Companies can use digital advertising to target specific high-value accounts with personalized ads that address their unique needs and pain points.
Overall, account-based selling involves a more personalized approach than traditional sales methods, focusing on building long-term relationships with high-value accounts by understanding their specific needs and providing tailored solutions.
Understanding what your buyers expect from you and your company is critical. Don’t wait until it’s too late to figure it out.
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Through strategy, training, and coaching, Intero Advisory works with businesses and individuals to optimize their LinkedIn presence, leading to greater effectiveness and efficiency so that they can accomplish their professional and business objectives.
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