Switch to Account-Based Selling
Posted: Wed Dec 18, 2024 10:28 am
Gartner finds that “70% of sales reps cite access to stakeholders as a primary challenge due to increased digital buying.” In additional research as part of their Future of Sales in 2025 report, they find that “B2B buyers spend only 17% of the total purchase journey with sales reps. Because the average deal involves multiple suppliers, a sales rep gets roughly 5% of a customer’s total purchase time. And 44% of millennials prefer no sales rep interaction at all in a B2B setting.”
To grab a buyer’s attention, sales reps have to mexico reverse phone lookup provide immediate value and assistance. Be prepared for buyer uncertainty and the desire for independent assurances. Third-party research, in-depth customer testimonials, and aggregated reviews should all be easy to find online and be provided by sales reps.
As we come back again to bad habits learned as shortcuts, one of the biggest is casting too wide of a net with outreach. Generic, non-personalized emails, ads, and phone calls are becoming seen as spam to be blocked and avoided.
HubSpot Sales Manager, Jayme Manos, shares, “I believe that non-personalized sales email blasts will become even less effective. Reps will need to ensure they've not just researched an account, but that they come with a strong 'point of view' and a very clear call to action, regardless of medium.”
So, what is the solution? Switch to an Account-Based Sales model (ABS). Better to land one big fish instead of watching 100 minnows slip through your net. It takes the investment we’ve been talking about, but it works. And, you can still go after low-hanging fruit as long as you do so intelligently.
For example, one of SalesIntel’s offerings is Buyer Intent data. We’ve already established buyers are searching independently. Intent data tracks account behavior online and highlights companies that are likely in the market for your solution. You then have a chance to reach out and provide personalized assistance to them. You get the chance to talk to warm prospects and help them through the decision process instead of waiting for them to reach out.
experience with us.
To grab a buyer’s attention, sales reps have to mexico reverse phone lookup provide immediate value and assistance. Be prepared for buyer uncertainty and the desire for independent assurances. Third-party research, in-depth customer testimonials, and aggregated reviews should all be easy to find online and be provided by sales reps.
As we come back again to bad habits learned as shortcuts, one of the biggest is casting too wide of a net with outreach. Generic, non-personalized emails, ads, and phone calls are becoming seen as spam to be blocked and avoided.
HubSpot Sales Manager, Jayme Manos, shares, “I believe that non-personalized sales email blasts will become even less effective. Reps will need to ensure they've not just researched an account, but that they come with a strong 'point of view' and a very clear call to action, regardless of medium.”
So, what is the solution? Switch to an Account-Based Sales model (ABS). Better to land one big fish instead of watching 100 minnows slip through your net. It takes the investment we’ve been talking about, but it works. And, you can still go after low-hanging fruit as long as you do so intelligently.
For example, one of SalesIntel’s offerings is Buyer Intent data. We’ve already established buyers are searching independently. Intent data tracks account behavior online and highlights companies that are likely in the market for your solution. You then have a chance to reach out and provide personalized assistance to them. You get the chance to talk to warm prospects and help them through the decision process instead of waiting for them to reach out.
experience with us.