Account-Based Selling Technologies: Now And In The Future

December 30th, 2022

Anne Slough

Steve Silver

With contributors:

Mike Pregler , Robin Whiting

Summary

Actionable strategic account plans have remained elusive for most sales organizations. The account-based selling (ABS) market has been an evolving category for the past 20 years, moving from an initial focus on sales process and methodology to AI-driven insights and guidance about accounts, buyers, and stakeholders. Technologies have simplified the ABS process, making it easier to identify, win, retain, and grow business in key accounts. This report reviews the evolution of ABS technologies, provides insight into where the market is headed, and offers guidance on how to select and partner with ABS providers.

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