Account-based selling is a term that stands for a multi-channel sales strategy applied through the whole company to get the desired amount of high-value accounts.
This selling strategy brings together sales and marketing teams and encourages them to cooperate in closing a target amount of accounts. Customer success, in turn, ensures a personalized onboarding experience.
Finally, marketers and account managers join forces to upsell and cross-sell these customers.
In a nutshell, account-based selling implies that the whole team will target multiple stakeholders at the prospective customer’s company.