Implementing Account-Based Selling (ABS) for Enterprise Sales

16 Pages Posted: 23 Sep 2020

Date Written: August 4, 2018


Critical challenges that confront B2B companies in their efforts to obtain and retain Large Enterprise Accounts and rapidly increase ROI are remarkably alleviated by properly defined Account-Based Selling (ABS) strategies. However, inherent difficulties exist in implementing this model. Systemic changes brought by ABS, as well as the increasingly analytical nature of sales often expose the sales team to previously unanticipated challenges. In this paper, I offer practical guidelines on how ABS as a Target Sales Model really works, providing a tested blueprint towards achieving the best possible implementation of ABS.

Suggested Citation

Ekbote, Bhushan, Implementing Account-Based Selling (ABS) for Enterprise Sales (August 4, 2018). Available at SSRN: or

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