The Sales Review

Breaking Into Whale Accounts: A Checklist for Account Based Selling

Written by Julia Manoukian | Oct 4, 2017 4:53:32 PM

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