The ABCs of account based sales development

Posted August 1, 2017

By Serena Miller

Editor, Sales Best Practices at Outreach

Account based sales development (ABSD) is one of the cornerstones of our sales engagement platform. We offer a bi directional database link with Salesforce and the ability to enhance email marketing to make your sales force more effective.

Here's a few benchmarks that you can use to decide if ABSD is right for your organization.

  • Deciding on the scope and size of the deal is one of the markers that you can use to decide if ABSD is the right choice. Sometimes larger deals require a more in-depth strategy where more complicated buying committees and longer sales cycles are the norm rather than the exception. ABSD works well here.
  • Understanding the needs and desires of your target accounts and markets is a big part of deciding to use this particular technique. Once you have your optimal customer persona in your sites, this sales technique is a no-brainer and the only clear choice.
  • The price of each deal is one of the other contributing factors that you need to look at to decide if account based sales development is right for your sales team. Generally this is the correct choice ff the deal is $100,000 or more. For smaller deals and especially those that are worth less than $20,000 it doesn't make as much sense to use this strategy.
  • This is also the technique that requires you to have a fresh perspective and a new look at all metrics. While focusing on other benchmarks like revenue work with other tools, ABSD requires you to even use a few new metrics like opportunity to close rates.

There are some obvious benefits to account based sales development. These generally include an increase in accounts created and a spike in the conversion of outbound calls. Keep in mind here each of your customers is a data point that you can work with.

If you take a look at our website you'll see that we have a good solid background in the kind of account based sales development that will make a difference to your bottom line. Our features include the ability to automatically group prospects by account which stream lines the process.

As well, the account activity feed we champion allows you to see all the communications going on within any particular account. This allows you to stay on top of any of those important developments that can help you to close a deal.


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