Account-Based
Seven Steps to Drive Strategic Selling with InsideSales.com
According to InsideSales Labs, 86.9% of companies report running an account-based sales motion.
For us at InsideSales.com, account-based sales is a unified sales strategy, in a multi-decision maker environment, that generates revenue through personalized prospecting and value-based selling. In order to run an effective account-based sales, companies first need to understand how to effectively prospect.
Below are the steps organizations should follow in order to prospect in an account-based motion.
1. Identify Target Accounts
- Apply rules combined with AI to map territories and rank accounts
- Automatically score and prioritize accounts
- Sort contacts by accounts to focus your efforts
“Your Best Accounts Close 4x Better Than Your Worst Accounts.”
InsideSales.com Labs
2. Select Optimal Contacts
- Score and prioritize the best contacts for each account
- Easily import new contacts connected to target accounts
- Enroll contacts into AI-driven plays
“The average buying group consists of 6.8 people”
CEB
3. Update Contact Information
- AI recommends the optimal phone number to increase contact rates
- AI recommends the best email to maximize response rates
- Automatically sync activity and changes back to CRM
“The accuracy of your CRM data decays at 30% a year.”
Informatica
4. Build Your Plays
- Engage prospects at the right time and with the right method
- Standardize your sales process across the organization
- Monitor and track the best activities for each contact
“The average contact is engaged with 4.23 times.”
InsideSales.com Labs
5. Understand Your Prospects
- See contact’s interests and shared network
- Review news & notable events for target accounts
- Understand the competitive landscape
“The average reps spends 17.2 min per account on research.”
InsideSales.com Labs
6. Motivate Your Team
- Harness your sales reps’ competitive spirit
- Keep reps focused on key sales metrics
- Monitor and broadcast rep activity automatically
“Gamification tools are expected to see an 84% growth in usage in the coming years.”
InsideSales.com Labs
7. Stay Informed
- Review real-time rep progress on important KPIs
- See the effectiveness of different prospecting initiatives
- Understand the power of predictive recommendations
