Account-Based Selling: A Foundation

January 1st, 2018

Mike Pregler

Summary

B2B companies with large accounts constantly seek to improve their relationships with these customers to increase their loyalty and maximize revenue. One way to achieve this is to dedicate sales resources to specific accounts. This approach requires careful planning, alignment with customer expectations, and coordination between sales and other functional groups. This report discusses the concept of account-based selling in the B2B environment and defines the conditions that must be in place to realize the desired return on effort and investment.

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