Account Based Sales

Imagine a software company that specializes in enterprise resource planning (ERP) solutions. Instead of using generic sales pitches for all potential clients, their sales team identifies 20 manufacturing companies with annual revenues over $50 million that would benefit most from their specific modules. They research each target account thoroughly, learning about their current systems, pain points, and decision-makers. For one particular manufacturing company, they discover through LinkedIn that the Operations Director previously implemented a similar system at another organization and experienced integration challenges. The sales team prepares a customized presentation addressing these specific concerns, creates case studies relevant to the manufacturer's industry, and develops a tailored implementation roadmap that accounts for their unique production schedule. When they reach out, they reference mutual connections and industry-specific challenges, immediately establishing credibility. This personalized approach results in a meeting with the entire decision-making team and ultimately leads to a successful sale that generic outreach likely wouldn't have achieved.