intandemly
Free course

Account-Based Selling Foundations

How to choose accounts, map the people and report on progress.

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Includes
  • 5 lessons
  • 1 open now
  • 5 min of reading
  • A timed exercise in every lesson
  • Free, no sign-up
0 of 1 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.

Lessons

  1. 1
    Leads 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 →
  2. 2
    An ICP that ends in named accounts
    Coming soon
  3. 3
    Scoring and tiering accounts
    Coming soon
  4. 4
    Mapping the buying committee
    Coming soon
  5. 5
    Reporting on accounts: the five KPIs
    Coming soon

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.

Open the tool →
Checklist7 min read

Lead List vs Account List: 10-Point Check

For sales and marketing leaders about to launch outbound.

You leave with a 10-point check, a fix for every miss and a results sheet with a filled-in example.

2 copy blocksGet it free →
Template8 min read

Target Account Selection Scorecard

For founders and sales leaders who have an ICP on a slide and need a ranked list of named accounts.

You leave with a one-page ICP, an 11-point weighted scorecard and three tiers.

3 copy blocks · Spreadsheet-readyGet it free →

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