Account-based sales development

  If you’ve been paying attention, you’ve probably heard a little (or a lot) about account-based sales (ABS) lately. Paired with account-based marketing (ABM), this tactic is poised to take over the world of B2B sales and is rapidly gaining steam. Rather than having your sales representatives chase individual leads as they come in, an account-based sales (ABS) strategy allows them to focus on the entire company. Let’s face it, getting new leads and closing deals are not easy when you are in the IT services business, as there is a lot of competition i.e., too many options for one solution, poorly qualified leads, lack of effective engagement with decision-makers, losing deals on price, etc. Our recent posts on the Intandemly blog introduced the concept of Account-Based Marketing and how to implement your ABM strategy in your organization. This post aims to go a step further and dives deep into the Sales Complexity of an IT Services Company and Why an Account-Based Approach to sellin...