In my experience, you are likely to experience higher customer loyalty and repeat business with a more personalized approach.
Cross-selling and upselling opportunities: By investing your time and research in an ABS strategy, your team will have a deeper understanding of your customers’ needs and pain points. This makes it easier for them to cross-sell and upsell products and services.
Better outcomes for target accounts: An ABS approach means understanding your customers’ concerns and offering practical solutions to help them meet their goals. When it’s time for you to pitch, your solution should be so targeted to their specific needs and pain points that they feel like your product or service was tailor-made for them.
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How account-based selling works
ABS is more collaborative than lead generation. It’s an afghanistan phone number list all-hands-on-deck approach to sales where your entire team participates in outreach.
Marketing is usually the first touchpoint; through targeted campaigns, prospective buyers are pulled in via digital ads, physical promotions, webinars, and other marketing materials. Once a lead is landed, sellers collaborate with marketers to learn about them based on their engagement with marketing campaigns. This is supplemented with collaboration across service, finance, IT, and any other relevant teams as the seller works to find high-value solutions and resources that will compel target accounts to close.
This multi-channel, cross-functional approach ensures that your team isn’t just reaching out to one person in one way. Rather, you’re targeting multiple stakeholders to get buy-in across a buyer’s company or organization.