Account Based Sales is a personalized and focused strategy that has helped top-performing sales teams close deals.
But personalizing every prospect interaction is not an easy task. When your call lists are long, it’s easy to get confused or forget what information belongs to which prospect. No sales rep wants to start a call by discovering they’ve mentioned an incorrect job title (or worse, the wrong company name).
Having the correct information on hand is vital to starting relationships off on the right foot, and the right tools make all the difference.
A modern phone system and world-class sales engagement platform can help you customize conversations, optimize your workflow, and close deals faster. Here’s how:
There are few things more personal in business than a phone call. The phone system you’re using needs to be reliable and constantly adding value to interactions.
“Account Based Sales (ABS) is about personalization. This means having access to details about your prospect at the time of engagement.” – Collin Cadmus, VP Sales at Aircall
Seeing a prospect’s name pop up on the screen often isn’t enough — context is key. Make sure your tools give you the insight to make the right decisions when the pressure is high.
Cross Team Collaboration
Implementing an Account Based Sales model will not work without cross-team collaboration. Your marketing, customer support, and customer success teams need to be on board. Having a sales platform that allows you to quickly create and coordinate assets across teams is key to building a functional process. When everyone is talking, everyone wins.
Replicating successful processes (and squashing inefficient ones) requires data. Having access to your team’s analytics means you can know what works, what doesn’t, and why.
For teams looking to make the jump to ABS, having access to important team metrics is vital. Aircall analytics and Outreach’s ability to scale can make this transition as seamless as possible. When you have the security of great tools and access to important data, you can make the shift to ABS without missing a beat.
A reliable sales tech stack will keep your team ahead of the game. But while having all the latest tools can be fun (and expensive), it can hinder your team in the long run. Manually entering information in several different CRM’s and spreadsheets will bog down your speed and slash your team productivity.
“Imagine this, a prospect finally returns your call, you need to know who they are, what company they’re with, what their title is, and view the notes from your research. You don’t have time to search your CRM for that data, so Aircall displays it in Outreach as soon as the call comes in. This enables you to be a true Account Based Seller.” – Collin Cadmus, VP Sales at Aircall
Having integrated tools helps your team focus on what they do best– close deals. Your AE’s and SDR’s won’t have to constantly verify that their data is synced properly across different platforms. The information you get is always up-to-date, and you’ll never be in that awkward situation of addressing a lead by the wrong title.
Outreach and Aircall both prioritize integrations as a cornerstone of their software. Which is Aircall has recently joined Outreach Galaxy, the app marketplace for the modern sales team, as an integration partner.