An account-based model treats every account like a market of one. Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company. This hyper-personalized approach is typically too high-touch for B2C products, but it can be ideal for organizations selling to enterprises.
In this episode of the CPSA Sales Hacks show, we will delve into the strategy and activities involved in account-based selling. We’ll discuss how to shape your sales funnel activities to match an account-based selling approach and the ways to close leads at larger companies.
Our guest is Leanne Hoagland-Smith, speaker, sales coach and Chief Results Officer at Advanced Systems.