So you\u2019ve been thinking about implementing Account Based Selling for your company but you\u2019re still trying to get the feel of it, understand where to start and how to implement it in your lead management system. <\/p>\n\n\n\n
Well, this is where we would like to help you.<\/p>\n\n\n\n
There\u2019s plenty of information online about what Account Based Sales is, so we\u2019ll only say this \u2013 it’s the sometimes-overlooked counterpart of Account Based Marketing; a sales strategy<\/a> where you focus on client companies as leads, rather than just one contact from the company as a lead.<\/p>\n\n\n\n If you\u2019re looking to get started, or confirm that Account Based Sales is the right move for you, here are a few tips to consider-<\/p>\n\n\n\n Account Based Sales is much more time consuming and effort-heavy, so it isn\u2019t recommended as a day-to-day approach to selling. <\/p>\n\n\n\n It\u2019s ideal for closing company accounts that are so large that you\u2019re likely to have a few contacts you\u2019re working on within that one company \u2013 and working on multiple prospects at the same time helps increase your chances of winning the account. <\/p>\n\n\n\n Multiple contacts means multiple sales executives and a lot more time.<\/p>\n\n\n\n Discuss this with the management of your company and zero in on the type of accounts that you\u2019d want to target with Account Based Sales. <\/p>\n\n\n\n This is important because they would likely, once converted, be landmark accounts and should hence be in line with your company vision. You can also make recommendations based on the type of customers who\u2019ve done very well with your products\/services.<\/p>\n\n\n\n When you\u2019re targeting a company as a whole, it\u2019s important to be updated and know the various challenges that it might be dealing with. Keep an eye on the news, set up a Google alert and then tailor your communication with them accordingly. <\/p>\n\n\n\n A good way to do this is to have weekly or daily team meetings with all the sales executives who might be working on the same account, to de-brief each other and stay consistent with communication.<\/p>\n\n\n\n Work with your marketing team and your lead management software to set up email workflows, SMS, etc. with the right communication for contacts in the company. <\/p>\n\n\n\n This is where it helps to have a lead management system that can do the automating for you, freeing up your time from actually sending communication to focusing on their contacts and prospecting.<\/p>\n\n\n\n You need to have tracking metrics at two levels \u2013 <\/p>\n\n\n\n Needless to say, Account Based Sales is a high-effort high-reward strategy that can really work when done right. <\/p>\n\n\n\n With the Kylas Growth Engine,<\/a> our sales CRM software, we\u2019ve made sure we include features designed for Account Based Selling strategy as well \u2013 to name just a few, you can create contacts, assign deals against them, automate emails, set up filters, notes & tasks and collaborate with your team. <\/p>\n\n\n\n If you haven\u2019t had a look at our feature set yet, you can browse them here<\/a><\/u><\/em>.<\/p>\n\n\n\n1. Figure Out Whether You Need It in the First Place<\/h3>\n\n\n\n
2. Be Clear on Whom You\u2019d Want to Target With an ABS Strategy<\/h3>\n\n\n\n
3. Do Your Homework on Your Targets<\/h3>\n\n\n\n
4. Set up Different Communication Channels & Workflows for the Contacts<\/h3>\n\n\n\n
5. Make Analytics a Part of Your Strategy & Track It Everyday<\/h3>\n\n\n\n