Account Based Selling Technologies: What You Need To Know
Forrester, December 13th, 2022
Effective and actionable key/strategic account plans are an elusive quest for many sales organizations.
Throughout my 30-year sales career, I've pursued this quest as both a rep and a sales leader. Still, it remains one of the more challenging sales issues I've faced. The good news is that help is on the way. Emerging technology is making the process of building and maintaining actionable account plans easier for sales teams and more beneficial for buyers and customers. At Forrester, we define account-based selling (ABS) technologies as: