Lead Pipeline 2017: Start with Account Based Selling

Lead Pipeline 2017: Start with Account Based Selling

by Jeremy Unruh | January 4, 2017

Near forthcoming Q1Y17 presents sales strategists an opportunity to capture new leads for business growth. These days, sales leadership relies on more than mere selling. A global sales plan should include account based selling (ABS) methodologies. Connect with multiple decision makers in a single organization, with these top ABS approaches to closing the deal in 2017.

Top 10 ABS Approaches in 2017

1. Budget

Leveraging the sales process requires an adequate budget. Companies that invest in updated tools will be able to maintain a competitive edge in selling. Budget for scalable software technologies, designed for sales account management. Lead pipeline software offers a turnkey solution for mastery of an ABS strategy.

2. Synchronize CRM Systems

Alignment of sales and marketing systems promotes seamless execution of an ABS strategy. Integration of systems management in real-time, eliminates errors in the process. With ABS methodologies, customer relations management (CRM) activities are merged to maximize collaboration, and target market feedback results.

3. Data-driven Decision

Cloud-based software application as service (SaaS) sales solutions contribute valuable data to the sales process. ABS takes the mass seriously. A data driven decision model informs representatives and managers involved in the sales process, along the way. Automated data distribution in SaaS, offers continuous CRM record sharing and sales forecasting.

4. Evaluate the Sales Process

If 2017 marks a new beginning in sales strategy, review the process that supports the outcomes to a successful campaign. Evaluation of changes or updates to a sales system, or its processes, determines if those activities are the most effective for generating revenue.

5. Map the Buyer Journey

Visualization of CRM data in a map of the buyer journey, explains why and how customer interest is converted to sales. Engagement insight can be used to determine points of influence in decision, during product or service interaction.

6. Source Information

ABS methodologies draw on a range of primary and secondary research results to lay the foundation for lead identification. Business intelligence reporting offers insights into company performance. Industry benchmark reporting provides important information about current trends, demographic location, and sales revenue results.

7. Lead Identification

ABS methodologies capture both organizational and personal details, that may lead to a sale. Segmentation analysis will inform prospecting efforts, so that communications and engagements reach the right audience. A lead pipeline turns identified leads, into valuable sales targets.

8. Engagement

Omni-channel sales strategies are well suited to ABS methodologies. Penetrate an organization’s purchasing power by making multiple contacts via email, phone, and social media.

9. Monitoring

Deploy sales SaaS engagement analytics to publish metric reporting that updates a sales team about leads. Monitoring the lead to sales conversion process is easier with measured results.

10. Communications

Gain the most from ABS. Personalize contact content to build trust between your effort and a potentially interested buyer.


Companies can maximize sales campaign efforts by extracting the most valuable leads from each sales interaction. If consensus sales are a considered one of the most effective methods in the profession at the moment, correlation of ABS with user experience testing is suitable for follow-up, on to these newer approaches to product and service development. ABS allows companies to capitalize on consumer engagement, once those ideas come to fruition in the market. Build a pipeline to profit with Lead411 solutions.


Subscribe to our Blog

Never Miss a Blog Post

Enter your email address: