GREGORY KESHIAN | Jun 27, 2019
Account-based selling (ABS) approaches are increasingly common. Most B2B sales organizations put an account-based strategy in place at some point. Account-based selling can be really effective. It ensures reps are targeting the best accounts, which either marketing or sales leadership has identified. ABS can drive your business forward strategically by going after the best logos. But, there are lots of ways that account-based selling can fail. When this happens, it derails your reps, wastes lots of time, and frustrates everyone involved. Below, we'll look at 4 common pitfalls that can make your account-based selling strategy go down in flames. And, of course, we'll show you how to avoid them!