Top 10 Essential Tools for Account Based Selling

B2B selling has changed more in the last ten years than in the previous hundred. There is now an average of 5.4 stakeholders involved in any purchase decision. These stakeholders will include a variety of functions, locations, and seniority levels, each with their own set of priorities.

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It is no longer sufficient to get in front of the one key decision maker who will hand you the keys to the kingdom. Instead, the most progressive companies in business today are moving to an account-based selling model where they treat each target company or account as its own market.

Account based selling is based on a cooperative sales and marketing operation that develops and implements highly customized and targeted campaigns. It is not a particularly new idea, but it is being executed in new and exciting ways thanks to the emergence of some next generation account based selling technologies.

To help you implement your account-based selling strategy, we have put together – in no particular order – a definitive list of the top 10 account-based selling tools.

1. Datanyze
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Datanyze helps sales teams identify which accounts to target and provides the prospecting tools to reach them, so that activity always leads to productivity. With Datanyze, you can keep tabs on which potential accounts just added or dropped a particular technology provider. Datanyze is an excellent research resource and will help you to ifentify the accounts you should target.

Key Features:

  • Track your prospects technology stacks.
  • Identify key contacts and their email addresses at your target accounts.
  • One click contact export to CRM, Excel, or Google Sheets.

2. PersistIQ
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PersistIQ’s powerful technology gives you the perfect balance between sales automation and the human element that’s been winning sales for decades. Their technology can help drive your outbound sales effort which are a key part of the account-based approach.

Key Features:

  • Salesforce Bi-directional Sync: Automate tedious tasks, eliminate manual data entry errors, save time and keep your records up to date with a streamlined workflow.
  • Intelligent Workflows: Build multi-channel, multi-touch outbound sales campaigns in minutes so you can turn cold leads into opportunities.
  • Smart Follow Up Elements: With the best-in-class reply detection technology and robust rule-based triggers, you have more control over how you manage your leads.

3. LeadGenius
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LeadGenius enables B2B companies to identify accurate contact information for every account that fits their ideal customer profile. Marketers can use the LeadGenius platform to easily connect with decision makers that are most likely to purchase using personalized email sequences.

Key Features:

  • Lead generation – LeadGenius provides you with the leads you need to build out your account-based selling strategy.
  • Lead enrichment – maintain a clean and accurated database.
  • Email outreach – tailored outreach and retargeting feature.

4. Outreach.io
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Outreach is an account-based sales engagement solution that can make your teams’ communication workflows faster, and reveal the performance insights that make them more effective at selling. Outreach builds the integrations and customizable workflows that empower your team to execute on the perfect sales process.

Key Features:

  • Dialer – make more calls with inbox and Slaesforce click to call.
  • Email – templating, open and click tracking, and auto log email activity to Salesforce make Outreach one of the leading account-based email solutions.
  • Workflows – Intelligent Workflows Help Sales Teams Make Smarter Moves

5. Charlie App
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Charlie is an extremely valuable intelliegnce tool which provides you with the insights you need to connect with prospects. Charlie combs through 100s of sources and automatically sends you a one‐pager on everyone you’re going to meet with, before you see them

Key Features:

  • Save 30+ minutes each day
  • Stand out in every conversation
  • Charlie automatically sends you research before meetings.

6. Crystal
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Crystal gives you instant relationship advice, email coaching, and personality profiles for everyone you know and anyone you meet helping you to communicate with empathy to your prospects.

Key Features:

  • Unique personality profiles
  • Communication advice

7. Ambition
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Ambition is the only platform that tracks goals, shows progress towards benchmarks scores total employee performance in real-time. Companies like Outreach and ChowNow use Ambition drive their account based strategy – by keeping reps focused, creating transparency between departments and holding teams accountable to performance goals.

Key Features:

  • Real-time sales performance tracking from multiple data sources
  • Custom benchmarks, goals and recognition for team members
  • High level insights into team productivity, efficiency and effectiveness.
  • Transparent user profiles and performance dashboards

8. HubSpot
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Hubspot not only offers the world’s top marketing platform, but they also provide award-winning sales and marketing resources for professionals. All the tools you need for your inbound marketing needs are in one easy-to-use spot and their customer support is second to none.

Key Features:

  • Access a large library of eBooks, videos, and webinars about Internet marketing
  • Determine your company’s blogging ROI
  • Create branded forms, landing pages, email newsletters, and more

9. Salesforce Sales Cloud
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Track all your customer information and interactions in one place, anywhere. Quickly find experts to push deals along, then recognize them for contributions in the same system.

Key Features:

  • Plan, personalize, and optimize the customer journey
  • Integrates all your data in real time, giving you the intelligence necessary to drive highly relevant, one-to-one communications
  • Visualize and map one-to-one customer journeys across channels, devices, and customer lifecycle stages

10. Docurated
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Docurated incorporates massive inputs and machine learning to consistently make the best evidence-based content recommendations to all employees for each specific situation.

Key Features

  • Google-like search layer that sits over all content repositories.
  • Machine learning and content relevance algorithm recommends the most relevant content to sales reps.
  • Eliminates time spent searching for relevant content.
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