8 steps for successful Account Based Sales en Marketing. It is no secret that he most successful companies employ an Account Based Strategy. When in the past this was only possible for high-value strategic accounts, modern tooling makes this available to a much wider audience. This slide deck will explain you a common sense approach.

1. Account Based Sales
HowardsHome, March 2017

2. Credit: @Ronald_vanLoon

3. Credit: @Ronald_vanLoon

4. And?
• Companies with consistent social
selling processes are more likely to hit
revenue goals: 78% of social sellers
hit their revenue goals in the past
year vs 38% of non-social sellers.
• Teams who embrace social see 18%
more pipeline 28% faster.
• Social sellers gain 57% higher ROI
from social selling vs 23% using
traditional (cold calling, call lists, etc.).
Account Based Sales & Marketing

5. 8 step to Successful Social Selling
PREPARATION
1.Identify accounts
2.Monitor Sales
Triggers
3.Account Planning
4.Identify contacts
CONTINUOUS
5.Share Content
6.Check Social Activity
7.Reach out
8.Follow up

6. Step 1: Identify
accounts
Ideal Customer Profile
Level 1
• Size, Number of
employees, Revenu,
Industry, …
Level 2
• Technology, Competition,
Partners, Customers,
Social presence?

7. Step 2: Monitor
Sales Triggers
What enables you to
spark up a new
conversation?
Show that you care, and
understand your
customer’s business

8. Step 3: Account
Planning
Select three key insights
for your target accounts
• Company
• Individual
• Market

9. Step 4: Identify
Contacts
Determine important
contacts within
accounts:
• Via Org Chart
• Bloggers
• Influencers
• Champions
• Advocates

10. Step 5: Share
Content
Use Employee Advocacy
to share content with
your network
• Educate yourself
• Build your brand
• Establish Thought
Leadership
• Expand your network

11. Step 6: Check
Social Activity
• Monitor engagement
of shared content
• Check activity in
company of personal
social accounts
• Share, Like &
Comment

12. Step 7:
Reach Out
• Use Sales Triggers as
Conversation Starter
• Make it personal:
• Add context
• Show value
• Call to action
• Use multiple touch
points
• Mail
• Phone
• …
• Measure!

13. Step 8:
Follow-up
• Monitor your social
conversations
• Follow you contact’s
social media
• Follow-up on e-mail
conversations
• Qualify
• Close!

14. Bonus step:
Integrate with
CRM platform
• Track & store every
action & engagement
(automatically)
• Set up automated,
personalized
messaging flow
• Closed loop reporting

15. Lees meer over hoe
Sales Triggers
van HowardsHome ook uw
organisatie kan helpen!
E-MAIL: INFO@HOWARDSHOME.COM
OF VOLG ONS OP TWITTER: @HOWARDSHOME