Account-Based Success

The Pipeline Guest Post – Scott Miller
Like most in our profession, I am a big fan of account-based sales and marketing. According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities.
Account-based isn’t new – but it is en vogue. Quite simply, it is a methodology that focuses on an organization’s sales and marketing efforts on a select number of accounts that are most likely to buy your products and solutions. The process is white-hot. SiriusDecisions has reported 91% of sellers that use Account-Based methodologies have indicated a larger deal size.  So if you are looking to get started – this is how you do it in three steps
Identify the companies that would be ideal targets
Identify the people that work at those accounts
Give those accounts reasons to evaluate your solution
First Step
The first step is to identify ideal prospects is to look in the current customer base by firmqographic