Account-Based Selling
Account-based selling (ABS) is a B2B sales strategy that focuses resources on specific high-value target accounts with personalized, multi-threaded engagement.
Understanding Account-Based Selling
Account-based selling involves identifying and prioritizing target accounts, then orchestrating personalized engagement across multiple stakeholders within each account. Rather than broad prospecting, ABS concentrates efforts on accounts most likely to become valuable customers. Success requires deep account research, stakeholder mapping, personalized messaging, and coordinated multi-touch campaigns. ABS is often paired with account-based marketing (ABM) for aligned go-to-market approaches.
What You Need to Know
ABS focuses on quality of accounts over quantity of leads
Deep account research is fundamental to effective ABS
Multi-threading (engaging multiple stakeholders) increases win rates
Personalization at the account level differentiates ABS from traditional sales
ABS requires coordination between sales and marketing teams
See It in Action
Target Account Selection
Using firmographic and technographic data to identify high-fit accounts based on ICP criteria, then prioritizing them for focused engagement.
Stakeholder Mapping
Researching and mapping all relevant stakeholders within a target account, understanding their roles, priorities, and relationships.
Personalized Outreach
Crafting account-specific messaging that addresses the specific challenges and context of each target account.
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Frequently Asked Questions
Common questions about account-based selling.
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