Sellers ne to understand their customer's nes and goals to effectively move through the deal cycle. Successful account-bas sales strategies rely on shar information, constant alignment, detail planning, and structur workflows.”
David Ruggiero, President of GTM at Outreach
To determine if account-bas selling is the right fit for your organization, it's essential to evaluate your accounts bas on specific criteria. These next 7 questions will help you identify whether your accounts align with the principles of ABS, enabling you to prioritize high-value opportunities and tailor your strategy accordingly.
1. What is your business's ideal customer profile?
Identify characteristics such as industry, company belize whatsapp number data 5 million size, and business nes that align with your solution. The ICP should represent accounts that are the best fit for your product or service.
2. How long is your sales cycle, and how complex is the buying process?
ABS suits companies with longer sales cycles and multiple decision-makers in the buying process. Understanding the buying journey helps tailor messaging and engagement.