Account-Based Selling
Win enterprise deals with coordinated, multi-threaded outreach. Learn account selection, buying committee mapping, and orchestrated campaigns.
Course Contents
Account Selection
Choose accounts worth the investment of ABS motions.
TAL Development Framework
10:30Build a Target Account List using fit, intent, and opportunity signals.
Account Scoring Models
9:00Prioritize accounts based on likelihood to close and deal size.
Tiering and Resource Allocation
8:30Match investment level to account potential.
Account Intelligence
Research accounts deeply before engaging.
Mapping the Buying Committee
11:00Identify champions, decision-makers, blockers, and influencers.
Account Research Playbook
9:30Systematic research to understand priorities and pain points.
Trigger Events and Timing
8:15Identify moments that create urgency and relevance.
Multi-Threaded Outreach
Engage multiple stakeholders with coordinated messaging.
Persona-Based Messaging
10:00Craft messages that resonate with each role in the buying committee.
Orchestrated Sequences
11:30Coordinate touches across email, phone, LinkedIn, and direct mail.
Champion Enablement
9:00Arm your champion to sell internally on your behalf.
ABS Operations
Run ABS programs at scale with proper infrastructure.
Sales and Marketing Alignment
9:45Coordinate ABS efforts between sales and marketing teams.
Account-Based Metrics
8:30Track engagement, pipeline, and revenue at the account level.
Technology Stack for ABS
8:00Tools for intent data, orchestration, and account analytics.
Scaling ABS Programs
7:30Expand coverage while maintaining personalization quality.
What You Will Learn
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