Do I Need Account-Based Selling?

Let's talk about Account Based Selling (ABS). It's a bit like working with fewer companies, but diving deep into each one, talking to multiple people within those organizations. It's a whole different ball game compared to Prospect Based Selling, where you're reaching out to individual leads.

I've seen a lot of sales teams get excited about ABS - it's often seen as this bold, ambitious move (and I'm all for that kind of energy!). But before you jump in, let's break down when it makes sense and when you might want to pump the brakes: 1. Your mass approach is falling flat, and you need to get personal

Sometimes, your product just isn't solving a problem for certain organizations. If you're finding that you need to tailor your approach more and more, it might be time for ABS. But heads up - this usually means you've already nailed your Product Market Fit. 2. Deals are dragging on forever (we're talking 3+ months) and you're not in the driver's seat

Even with big enterprise clients, you don't always need ABS. If you've got a champion in the company pushing your deal through, you might be fine. But if you're feeling lost in the process, not sure what's happening or why, it might be time to start talking to more people in the organization. 3. You've got resources to spare (people, data, tech - the works)

I remember this deal with L'Oreal Group - we're talking trips to Paris and New York, endless team calls, presentations coming out of our ears. The bill for closing that deal? A cool $45,000. And remember, sometimes these deals fall through. Ouch. 4. We're talking big money deals

There's no magic number that screams "Time for ABS!" It depends on how much you're spending to close the deal, how likely you are to win, and how long it takes. But here's a nice perk - with ABS, you're looking at the long game (LTV) instead of just the initial sale (AOV). Hello, upselling opportunities! 5. You've got more to sell (if you want)

With ABS, you're building relationships with different people in the company. This can lead to some serious customer loyalty and more sales down the line. In our last venture, we kept some clients for 9 years, bringing in $4m from a single client. Not too shabby! Now, here's the catch - this approach demands some serious personalization and top-notch service. It's not something everyone can pull off automatically. There's even a whole book about it (Large Account Management Process, if you're curious). What about SaaS in the context of ABS?

Want your SaaS product to sell itself to both small and large clients? Use "Self-service" for your smaller clients, but go all out with personalization, industry events, and stakeholder communication for your "Enterprise" clients. Just remember to keep these as separate funnels in your CRM.

Thinking about giving ABS a shot? We've got your back with educational programs and services tailored just for you. Here's the link to book your complimentary consultation.🙂

#sales #salestraining #ABS