Account-Based Selling

Win enterprise deals with coordinated, multi-threaded outreach. Learn account selection, buying committee mapping, and orchestrated campaigns.

4 modules

13 lessons

2 hr 10 min

Advanced

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Course Contents

Part 1

Account Selection

Choose accounts worth the investment of ABS motions.

TAL Development Framework

10:30

Build a Target Account List using fit, intent, and opportunity signals.

Account Scoring Models

9:00

Prioritize accounts based on likelihood to close and deal size.

Tiering and Resource Allocation

8:30

Match investment level to account potential.

Part 2

Account Intelligence

Research accounts deeply before engaging.

Mapping the Buying Committee

11:00

Identify champions, decision-makers, blockers, and influencers.

Account Research Playbook

9:30

Systematic research to understand priorities and pain points.

Trigger Events and Timing

8:15

Identify moments that create urgency and relevance.

Part 3

Multi-Threaded Outreach

Engage multiple stakeholders with coordinated messaging.

Persona-Based Messaging

10:00

Craft messages that resonate with each role in the buying committee.

Orchestrated Sequences

11:30

Coordinate touches across email, phone, LinkedIn, and direct mail.

Champion Enablement

9:00

Arm your champion to sell internally on your behalf.

Part 4

ABS Operations

Run ABS programs at scale with proper infrastructure.

Sales and Marketing Alignment

9:45

Coordinate ABS efforts between sales and marketing teams.

Account-Based Metrics

8:30

Track engagement, pipeline, and revenue at the account level.

Technology Stack for ABS

8:00

Tools for intent data, orchestration, and account analytics.

Scaling ABS Programs

7:30

Expand coverage while maintaining personalization quality.

What You Will Learn

Build and prioritize target account lists

Map buying committees

Create persona-based messaging

Orchestrate multi-channel sequences

Enable internal champions

Measure account-level engagement

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