Account Bases Sales

If you’ve been paying attention, you’ve probably heard a little (or a lot) about account based sales (ABS) lately. Paired with account based marketing (ABM), this tactic is poised to take over the world of B2B sales and is rapidly gaining steam.
Rather than having your sales representatives chase individual leads as they come in, an account based sales (ABS) strategy allows them to focus on the entire company.
Let’s face it, getting new leads and closing deals are not easy when you are in the IT services business, as there is a lot of competition i.e., too many options for one solution, poorly qualified leads, lack of effective engagement with decision-makers, losing deals on price, etc.
Our recent posts on Intandemly blog introduced the concept of Account Based Marketing and how to implement your ABM strategy in your organization.
This post aims to go a step further and dives deep into Sales Complexity of an IT Services Company and Why Account Based Approach to selling is the problem solver.

Account Based Selling is unique in its approach because you never go for just one decision-maker within an organization.
Doing due diligence is what will separate your team from the others.
Researching on the decision-makers should be given the same priority as reaching out to them.
“Make the switch” from the outdated inbound methodology to account based marketing (ABM).
Like we discussed above it’s not recommended for IT services companies to face this heavily competitive market without continuous innovation.
Shifting from your existing practices to the new Account Based Selling (ABS) practice is not easy but if you take one step at a time it’ll be worth your while.
Want to make your entire team more effective and close deals faster? Give us a shout!
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