5 step account-based sales process (that actually works)

Let’s talk about how to create an effective account-based sales process.

Because way too many businesses go at it the wrong way.

Here’s the thing. Account-based strategies are a great way at getting BIG clients that you can dedicate all your time to.

… but if you don’t land those clients …

Well, you’ll be in a bit of trouble when it’s time to pay the bills :(

So here’s how you can create a proven strategy that really works ??

Step #1

Find out what your buyer cares about

Sorry, but “men and women aged 25-60” just isn’t going to cut it as your target audience.

An accounts-based strategy requires specificity.

E.g. What is my primary contact’s favourite colour and what do they like to do on the weekend?” ??

Which is exactly why before you do anything at all – you need to dig deep into the research.

? Know exactly who your target customer are

? Understand how you can help them

? Figure out why they should choose you – and what might stop them

In other words, if your ideal customer is “SaaS orgs with more than $5m in yearly revenue”...

Then figure out:

• Which orgs meet that description
• Who is the ? person ? in the company you’ll reach out to
• Why they need you

Step #2

What type of content do THEY need

Once you know who you’re speaking to, you can start creating content.

Your content strategy should show your expertise, connect with your ideal customer, and start giving them free value.

(Emphasis on the value part)

This means you should be creating content that your ideal customer (i.e. the specific person) would enjoy seeing.

So figure out what they want to hear – and where they want to hear it.

(Like a LinkedIn post ??)

Step #3

Make your outreach original

This step is a non-negotiable.

Because if you’re sending the exact same (or ever so slightly tweaked ??) cold email to all your leads …

Well, don’t expect stellar results.

The truth is – an accounts-based strategy works well when – and because – it’s personalised.

No fluff. No AI-generated messages.

Just high-value, human-centric, customised outreach.

Like how trumpet transforms the process with custom branding, interactive spaces, and real-time updates on a dedicated platform.

In an instant, you build a professional space that’s specific to each buyer. You can wow your prospects.

And keep your efforts to a minimum.

Step #4

Data is your BFFL

The first strategy you come up with might be a customer-winning miracle.

But most likely, it’ll be a miracle-in-progress.

That’s why it’s important to pay attention to how well each step of the process is performing.

What’s your open rates for emails?

How well is your sales content performing?

At what stage do prospects fall off?

What’s the overall conversion rate?

These buyer insights give you key information about what you can improve.

And you should be constantly improving.

Step #5

Just make it easy for them

Finally, aim all your efforts at making your prospect’s life easier.

Show up at the right time. Contact the right person. Give them the right solution.

Because at the end of the day, those high-value buyers are going to partner with someone that improves their bottom line.

Without the hassle.

So to become the obvious choice – you have to make their life as easy as possible.

If you want some support building out a winning account-based sales process, then book a quick walkthrough with our awesome AE’s ?? Ali Chrisp and ?? Olivia Whitworth .

…or checkout this 60s interactive demo.

We’ll talk about whipping up a digital sales room that leaves your prospects shocked (in a good way, of course).