Account-based sales (ABS) is a strategic sales model in which organizations invest significant resources in pursuing highly targeted accounts.

In a typical ABS strategy, the sales team first builds a list of high-value companies it wants to target that match the organization’s ideal customer profile, then develops a list of contacts within these accounts to pursue.

Rather than working off scripts and templates, account-based sales teams tailor their outreach to the specific accounts in question, focusing on personalized, higher-touch interactions with multiple stakeholders. It’s a quality-not-quantity approach that treats each “named account” as a market of one.

Success in account-based sales depends on inter-departmental collaboration—a “full-court press” that involves sales, marketing, and executive management working together to win deals. But since most CRMs don’t match leads to accounts, it can be hard for ABS teams to find a sales platform that’s built for their needs.

Here are four benefits of Nutshell that make our CRM perfect for an account-based sales organization.

1

Multiply your efforts:
Nutshell makes it simple for teammates to collaborate on deals. Your whole team can work on the same deal at once, and all updates are saved and reflected in real-time. Get a teammate’s attention in a snap by tagging them with our @-mention feature.

2

Spend less time researching:
Automatically enrich the detail you have on every contact with Nutshell Intelligence, which scours the internet to fill in job titles, social media profiles, location information, and more.

3

Associate leads and contacts automatically:
In Nutshell, leads are associated with your contacts at each targeted account, and vice versa, allowing your team to keep track of all the stakeholders at each company you’re pursuing, and helping sales reps and marketers coordinate their activities throughout the sales process.

4

Gain a deeper understanding of your sales:
Tired of crunching numbers on spreadsheets? Nutshell’s detailed sales and analytics reports do the work for you, helping you identify your most valuable customers, monitor your lead volume, and forecast your revenue.

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