“Account-based selling, or ABS, is a transformative sales strategy that focuses on engaging high-value accounts with personalized efforts,” Sumeru Equity Growth Partner Mike McLaughlin explained during the Power of Account Based Selling podcast episode.
“ABS differs from a traditional lead-based sales model, in which marketing creates a large number of leads at the top of the funnel. Then, those leads are qualified down to a typically much smaller number that enters the sales pipeline.
“Account-based selling inverts that model by starting with a narrow list of target accounts that meet a company’s ideal customer profile–also known as ICP. The company then focuses all of the efforts of the go-to-market teams on engaging those accounts, building relationships, and ultimately closing deals.
“ABS is closely related to Account Based Marketing, or ABM, which aims to target specific accounts by relying on marketing-driven initiatives.
“We like to use the term account-based selling, as it indicates that the full go-to-market team, particularly the sales team, is involved from the outset in defining target accounts, building the go-to-market strategy, and executing tailored plans for individual accounts.”
Learn more about ABS: