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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

Breaking Into Whale Accounts: A Checklist for Account Based Selling

Posted by Julia Manoukian on Oct 4, 2017 12:53:32 PM

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More than ever before, sellers need to create personalized insights and engagement at scale. When asked, 3/4 buyers said they won't engage with a salesperson unless they had unique insights about their business, according to LinkedIn. 

What does your account based strategy look like? If it's focused on the wrong accounts with generalized engagement, you could be losing business to competitors. 

Our latest checklist, "Breaking Into Whale Accounts: A Checklist for Account Based Sellingoutlines:

  • How and why you need to rethink account selection
  • How to structure account planning and drive engagement 
  • How to prioritize engaged accounts with deeper education

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Julia Manoukian

About the Author

Julia is focused on creating, managing and producing everything content-related at Sales for Life. From product to content marketing, she is committed to constantly evolving the company's marketing strategy to exceed the demands of the ever-changing buyer.