Free course
Account-Based Selling Foundations
How to choose accounts, map the people and report on progress.
Start the courseIncludes
- 5 lessons
- 29 min of reading
- A timed exercise in every lesson
- Free, no sign-up
0 of 5 open lessons completedSaved in this browser only
What you'll learn
- Explain the difference between working leads and working accounts, decide which one your deals need, and name the first three changes to make if the answer is accounts.
- Write an ideal customer profile from your own best customers, add the knock-outs that keep the list honest, and turn the profile into a first list of 25 named accounts.
- Score a list of named accounts on fit, timing and access, sort it into three tiers, and set the size of Tier 1 from the hours your team has.
- Map the buying committee in a Tier 1 account, decide who to approach first and tell when the map is complete enough to work from.
- Report an account-based programme on five numbers, run the weekly report on one page and name the first move when any line stalls.
Lessons
- 1Leads vs Accounts: Spears, Not NetsFor sales leaders unsure whether their deals need a lead process or an account process. You leave with the difference between the two, a five-question test and the first three changes to make.5 minStart →
- 2An ICP That Ends in Named AccountsFor teams whose ideal customer profile is a paragraph nobody uses. You leave with a five-part ICP, three knock-outs, a test for whether it is sharp enough and a first list of 25 named accounts.5 minStart →
- 3Scoring and Tiering: Who Gets Your Best HoursFor teams with a first list of named accounts and no order to it. You leave with three scoring groups, three tier bands, a capacity sum for Tier 1 and a rule for moving accounts between tiers.6 minStart →
- 4Mapping the Buying Committee: Who Decides, Who Uses It, Who Opens the DoorFor teams with a Tier 1 list and one contact per account. You leave with four seats to fill, a rule for who to approach first, a test for when a map is enough to work from and three ways to record what you do not know.6 minStart →
- 5Reporting on Accounts: The Five KPIsFor teams who report meetings and wonder why accounts stay shut. You leave with five KPIs that count accounts, a one-page weekly report and a first move for every line that stalls.7 minStart →
Put it into practice
ToolRuns in your browser
Account Scoring Tool
Score target accounts on fit, timing and access, and sort them into Tier 1, 2 and 3. Runs in your browser.
ToolRuns in your browser
ICP Builder
Write a one-page ideal customer profile that feeds straight into account scoring. Runs in your browser.
ToolRuns in your browser
Buying Committee Mapper
Map the people behind a decision by role, stance and influence, and see who to approach next. Runs in your browser.
More courses
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