Download This PaperImplementing Account-Based Selling (ABS) for Enterprise Sales
16 Pages Posted: 23 Sep 2020
Date Written: August 4, 2018
Abstract
Critical challenges that confront B2B companies in their efforts to obtain and retain Large Enterprise Accounts and rapidly increase ROI are remarkably alleviated by properly defined Account-Based Selling (ABS) strategies. However, inherent difficulties exist in implementing this model. Systemic changes brought by ABS, as well as the increasingly analytical nature of sales often expose the sales team to previously unanticipated challenges. In this paper, I offer practical guidelines on how ABS as a Target Sales Model really works, providing a tested blueprint towards achieving the best possible implementation of ABS.
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