#account-based-selling

Execute account-based selling for enterprise deals. Process: 1. Identify target accounts (ICP fit, high revenue potential). 2. Research account (org chart, tech stack, initiatives). 3. Map stakeholders and buying committee. 4. Develop account plan (strategy, messaging, touchpoints). 5. Multi-threaded outreach (multiple contacts). 6. Coordinate with marketing for ABM campaigns. 7. Executive sponsorship for C-level relationships. Use tools like LinkedIn Sales Navigator, ZoomInfo. Focus on 10-20 high-value accounts. Measure account engagement score.

Engage multiple stakeholders in target accounts. Multi-threading definition: relationships with 3+ people in buying org. Why: single-threaded deals stall when champion leaves or loses political battle. Strategy: 1. Map org chart (LinkedIn, ZoomInfo). 2. Identify 5-7 key stakeholders. 3. Assign custom approach per person. Example: Economic Buyer (exec briefing, ROI focus), Champions (detailed demos, frequent touch), End Users (hands-on trial, training resources). Tactics: ask champion for intros ('Who else should evaluate this?'). Attend prospect events/conferences. Engage on LinkedIn. Send personalized gifts. Track relationship depth (0=unaware, 1=aware, 2=engaged, 3=advocate). Safeguard deals: if 1 person goes dark, others keep deal alive.