Account-Based Selling
Definition
Account-Based Selling: Account-based selling is the sales counterpart to ABM, where sales teams focus efforts on specific high-value target accounts rather than pursuing any qualified lead. ABS involves multi-threading across contacts, coordinated outreach, and personalized value propositions for each account. Sales and marketing work together on unified account strategies.
Example Usage
“Our account-based selling approach assigns 2 reps per enterprise account, engaging 5+ stakeholders simultaneously.”
Common Misconceptions
Related Terms
Account-Based Marketing
Account-based marketing is a B2B strategy that focuses marketing and sales resources on a defined set of target accounts, treating each account as a m...
Enterprise Sales
Enterprise sales involves selling to large organizations with deal sizes typically exceeding $100K annually. These sales feature long cycles, multiple...
Champion
A champion is an internal advocate within the prospect organization who actively supports and promotes your solution. Champions have personal motivati...
Buying Committee
A buying committee is the group of stakeholders involved in evaluating and approving a purchase decision. In B2B sales, deals rarely involve just one...
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