A Tactical Guide to Account-Based selling

Gone are the days where companies cast wide marketing nets into the sea to hook just about any fish.

With Account-Based Selling (ABS), marketing and sales substitute the large net for a harpoon that’s tailored to catch the prized fish: high-value accounts and attractive logos.

ABS is a highly personalized customer engagement strategy in which every account is treated like a market of one. Marketing and sales work together in a multi-touch, multi-channel effort to close the key accounts.