How to Reconfigure Your Sales Operations for Account-Based Selling

As the B2B sales process becomes increasingly complex, it’s becoming obvious why so many companies are choosing to steer away from the traditional lead-based model and instead embrace account-based sales opportunities.

With the average number of decision-makers in a B2B purchase now topping five people, it’s understandable that companies want to maximize their investment in pursuing a client. The operational logistics of pursuing account-based sales are quite different from the old way of doing things, so companies looking to switch to account-based opportunities must consider that transition from different viewpoints, both pro and con.

Set strict standards for data-quality management.

In the absence of the best available data, your account-based sales strategy is going to face an uphill climb. A typical account has many interactions with various representatives, and customer research is broad; so it will be vital that you ensure you have a reliable system in place for logging and managing all of this information. Read more

Danny Wong - Entrepreneur - 5 May 2017