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Why Should Sales Representatives Adopt Account-Based Sales?

Sales for Life
Why Should Sales Representatives Adopt Account-Based Sales?

Marketing strategies are changing at a fast pace due to ever-changing buyer behavior. In current times, buyer cycles have increased drastically. Moreover, buyers, today expect hyper-personalized attention.

It is time that sales representatives woke up to the buyers’ demands and developed marketing strategies that were focused on buyers’ needs.

We have now reached a stage in B2B marketing where generic marketing messages will fall on deaf ears and not yield the desired results.

So, what is the solution?

Today, more than ever, B2B marketers need to adopt Account Based Sales!

What are the Account Based Sales?

Account Based Sales is when the sales efforts are directed towards specific key accounts instead of a wide customer base.

Why Should Sales Reps Adopt Account Based Sales?

  • Leads to the Alignment of Sales and Marketing


Account Based Sales is successful when sales and marketing teams work in alignment focusing on specific accounts. This benefits the company because it is a fact that when sales and marketing teams work in alignment revenue, brand awareness, etc. are enhanced.

  • Better ROI


As per research by ITSMA, 87% of marketers who implemented Account Based Sales experienced that it outperforms any other marketing investment.

ITSMA also found that ABM delivers either the same, higher or significantly higher returns compared to any other marketing strategy.

  • Enhanced Revenue


The objective of any business is to generate revenue. The good news is that as per a research 60% of the companies that use ABM have experienced a 10% increase in revenue within 12 months.

  • Increase in Average Deal Size


According to a study by Sirius Decisions, 91% of the companies using ABM were able to increase their deal size. 25% of the respondents in the survey experienced an increase in deal size by 50%!

In Conclusion

It is a fact that a targeted marketing approach helps in attracting, nurturing, and selling to prospects. In today’s market, it has become necessary to implement Account-Based Marketing that uses a targeted and personalized approach to lead to conversions.

Sales for Life
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