Aja Frost says, “It’s usually no easy feat for a sales organization to transition to an account-based model.

Depending on your current process, you might need to start from scratch. For example, if you currently have a large team of business development reps (BDRs) finding and qualifying leads for account executives (AEs), moving to account-based selling will require redistributing both the BDRs and AEs into pods with lists of target accounts.

You’ll also need to coordinate with the marketing department, who may be running high-velocity campaigns. Marketing will need to shift to far more personalized, narrow outreach.

Involving your customer success team is necessary as well. To be successful with an account-based model, your customers must have a seamless, high-value experience both before and after the sale.

Do you feel overwhelmed by the thought? Luckily, there are plenty of resources out there to help you through this change”.

A Proven 14-Part Framework for Kicking Off Account-Based Sales 

HubSpot

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