{"id":182,"date":"2017-05-18T13:00:34","date_gmt":"2017-05-18T11:00:34","guid":{"rendered":"http:\/\/blog.datananas.com\/en\/?p=182"},"modified":"2019-10-11T12:16:43","modified_gmt":"2019-10-11T10:16:43","slug":"account-based-sales-development-2","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/en\/account-based-sales-development-2\/","title":{"rendered":"Account Based Sales Development"},"content":{"rendered":"<p>Inspired by Account Based Marketing, Account Based Sales Development (ABSD) takes the principles of ABM and adapts them to business development.<\/p>\n<p><!--more--><\/p>\n<h2>What is Account Based Sales Development?<\/h2>\n<p>Account Based Sales Development could be translated to \u201cBusiness Development of the Key Accounts\u201d. Account Based Sales Development can be defined as the process allowing us to generate new <a href=\"http:\/\/blog.datananas.com\/en\/10-tips-becoming-prospection-jedi\/\">business opportunities<\/a> within a target market through targeted campaigns done directly by the sales representatives, rather than Marketing.<\/p>\n<p>These are very personalized <a href=\"http:\/\/blog.datananas.com\/en\/implement-outbound-prospecting-strategy\/\">outbound campaigns<\/a> which use various channels (calls, e-mails, etc\u2026) and which can be, for a vast majority, automated. Account Based Sales Development is a sales approach providing a regular flow of leads from outbound sales (Predictable Revenue-like)<\/p>\n<p>&nbsp;<\/p>\n<h2>How to set up Account Based Sales Development<\/h2>\n<p>&nbsp;<\/p>\n<h3>Start by defining your Ideal Customer Profile (ICP)<\/h3>\n<p>Target relevant companies for your activity requires having your <a href=\"http:\/\/blog.datananas.com\/en\/ideal-customer-profile\/\">Ideal Customer Profile<\/a> defined very clearly in order to find companies that match this profile. If you have several ICPs, this will allow you to define your customer segments.<\/p>\n<p>&nbsp;<\/p>\n<h3>Target profiles and collect data<\/h3>\n<p>For each of the targeted accounts matching your ICP, you will target all the relevant persons who could possibly take part in decision-making process and collect data on them. This is where a software such as Datananas could help you save a lot of time.<\/p>\n<p>&nbsp;<\/p>\n<h3>Define your basic e-mail templates<\/h3>\n<p>Your <a href=\"http:\/\/blog.datananas.com\/en\/performing-prospecting-emails-ebook\/\">email templates<\/a> are personalized messages to be sent to the persons in your ICP. They have to contain a number of variables (Merge tags) such as first names, last names, company\u2019s name, etc.. For them to be relevant and meet your contact&#8217;s pain points. Your outbound sales campaign also needs to have follow up e-mails that can easily be automated in order to maximize the response rate to your <a href=\"http:\/\/blog.datananas.com\/en\/b2b-prospecting-methods-cold-calling-vs-cold-emailing\/\">cold emails<\/a>.<\/p>\n<p>&nbsp;<\/p>\n<h3>Start your Outbound Sales Campaign<\/h3>\n<p>Once your templates are ready, send your campaigns to your targeted prospects (with details you were able to get with Datananas)<br \/>\nAnalyze the results of those campaigns and take in charge the answers while defining at the same time the following steps and actions to be set up: Maybe targeting a new interlocutor? Or calling scored leads?<\/p>\n<p>&nbsp;<\/p>\n<div class=\"push-cta\">\n<p>Create your B2B Sales Machine<\/p>\n<p><a class=\"cta-button-inner\" title=\"View the ebook\" href=\"https:\/\/www.datananas.com\/en\/ebook\/machine-prospection-b2b?utm_source=blog&amp;utm_medium=sales-prospecting-machine&amp;utm_campaign=ebook-sales-machine\">Download Ebook<\/a><\/p>\n<\/div>\n<div style=\"text-align:center\" class=\"yasr-auto-insert-visitor\"><\/div>","protected":false},"excerpt":{"rendered":"<p>Inspired by Account Based Marketing, Account Based Sales Development (ABSD) takes the principles of ABM and adapts them to business development.<\/p>\n","protected":false},"author":5,"featured_media":183,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"yasr_overall_rating":0,"yasr_post_is_review":"","yasr_auto_insert_disabled":"","yasr_review_type":""},"categories":[60,64],"tags":[48,50,49,37,43],"yoast_head":"<!-- This site is optimized with 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