what is account based sales

 Shifting from your existing practices to the new Account Based Sales Development is not easy but if you take one step at a time it'll be worth your while.

“Make the switch” from the outdated inbound methodology to account-based marketing (ABM).

Like we discussed above it’s not recommended for IT services companies to face this heavily competitive market without continuous innovation.

Want to make your entire team more effective and close deals faster? Give us a shout!

Also check

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What Goes In To an Account Based Sales Playbook

What is a sales playbook?

A sales playbook is a collection of tactics that outline the characteristics of your sales process; buyer personas; agendas; sample emails; discovery, qualification, demo, and negotiation questions; proposal guidelines; and/or competitive intelligence guidelines.
In other words, your sales playbook helps you standardize and implement your account based sales methodology with all the high-performing content and strategies needed to close a deal.

Account-based sales

Why do you need a sales playbook?
Having an account-based sales playbook is like having a map at a theme park you know where everything is you just need to select where you want to go and what you want to do the most.
There are a few unavoidable advantages to having a sales playbook because

• When you hire a new salesperson, training him or her to your company’s product and ABM practices become far easier and faster.
• With a playbook in place you can speed up the sales process as every rep, SDR, VP has content right at their fingerprint and can dedicate more time for selling.
• As everyone within the company follows one sales playbook/practice of messaging will be unified from rep level to CEO.
• Develop the playbook by adding old and new techniques that worked for you in closing a deal, and lessons learned from those which did not work. This helps the salespeople to choose from a variety of options that all worked in the past.

If your sales team doesn’t have a playbook yet, or the existing one is just a thin guide with very little information, it’s time for a change.
Here are the key points you must include in your team’s account-based sales playbook.
For more info visit: https://www.intandemly.com/blog/it-service-companys-need-for-account-based-sales/