Sales Glossary > Account-Based Selling

Account-Based Selling

Account-based selling (ABS) is a sales strategy that is aimed at engaging specific target accounts using hyper-personalized campaigns.

Simply put, the focus of the account-based sales approach is on developing high-opportunity relationships within key accounts - specific companies - instead of targeting a market or an industry.

Similar to account-based marketing, it targets specific accounts that perfectly meet your ideal customer profile with tailored, omnichannel and multi-touch campaigns.

Moreover, in both cases, sales and marketing teams should work together to deliver a seamless omnichannel experience.

As a result, both terms - ABM and ABS - are often used interchangeably.

Related terms:

  • Account-based prospecting (ABP) is a B2B sales strategy based on identifying, contacting, and engaging prospects at your best-fit accounts. The concept is based on highly targeted campaigns, treating each account as a prospect of one.

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