Updated On: 21 May, 2025
So you’ve been thinking about implementing Account Based Selling for your company but you’re still trying to get the feel of it, understand where to start and how to implement it in your lead management system.
Well, this is where we would like to help you.
There’s plenty of information online about what Account Based Sales is, so we’ll only say this – it’s the sometimes-overlooked counterpart of Account Based Marketing; a sales strategy where you focus on client companies as leads, rather than just one contact from the company as a lead.
If you’re looking to get started, or confirm that Account Based Sales is the right move for you, here are a few tips to consider-
Account Based Sales is much more time consuming and effort-heavy, so it isn’t recommended as a day-to-day approach to selling.
It’s ideal for closing company accounts that are so large that you’re likely to have a few contacts you’re working on within that one company – and working on multiple prospects at the same time helps increase your chances of winning the account.
Multiple contacts means multiple sales executives and a lot more time.
Discuss this with the management of your company and zero in on the type of accounts that you’d want to target with Account Based Sales.
This is important because they would likely, once converted, be landmark accounts and should hence be in line with your company vision. You can also make recommendations based on the type of customers who’ve done very well with your products/services.
When you’re targeting a company as a whole, it’s important to be updated and know the various challenges that it might be dealing with. Keep an eye on the news, set up a Google alert and then tailor your communication with them accordingly.
A good way to do this is to have weekly or daily team meetings with all the sales executives who might be working on the same account, to de-brief each other and stay consistent with communication.
Work with your marketing team and your lead management software to set up email workflows, SMS, etc. with the right communication for contacts in the company.
This is where it helps to have a lead management system that can do the automating for you, freeing up your time from actually sending communication to focusing on their contacts and prospecting.
You need to have tracking metrics at two levels –
Needless to say, Account Based Sales is a high-effort high-reward strategy that can really work when done right.
With the Kylas Growth Engine, our sales CRM software, we’ve made sure we include features designed for Account Based Selling strategy as well – to name just a few, you can create contacts, assign deals against them, automate emails, set up filters, notes & tasks and collaborate with your team.
If you haven’t had a look at our feature set yet, you can browse them here.
Have a question about Account Based Sales? We’d be happy to answer it for you! Just drop a comment below.
Shagun is a content marketer at Kylas, extremely well-versed in all things Marketing. She works closely with the sales team to create best-in-class content for our readers. Her experience combined with her thorough research skills makes all her blogs very in-depth and insightful. In her leisure time, Shagun enjoys hiking, gardening, and immersing herself in music.
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