The blog
How to run account-based sales.
We don't build features. We answer the questions keeping sellers from success — one question per post.
Account-based sales
What is account-based sales?
Account-based sales, defined by practitioners: the named account as the unit of work, how it differs from ABM and lead-based selling, the full motion, and when it's the wrong choice.
ReadAccount-based sales
How do you maximize your time as an enterprise seller?
The enterprise seller's week is an eleven-rung ladder, and every rung has one governing question. Most of the hours go to prep no buyer ever sees — here's the whole ladder, drawn.
ReadProspecting
The signal fired. Now what?
Signal-based selling after Trigify: what a signal can tell you, what it never could, and how to turn the next alert into an account plan instead of a send trigger.
ReadProspecting
Which accounts do we double down on?
How sales leaders choose the accounts to concentrate on: fit and timing as evidence, a two-account worked example, and what actually changes for the rep's week and the commit.
ReadProspecting
How to build a target account list
Six steps from your best customers to a working cohort: fit defined as evidence, timing that's dated, the cut a team can cover, and the template — every column, ready to copy.
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Is the target list real?
Doubling down concentrates the team's hours on the evidence the list was ranked with. If that evidence was never verified, concentration multiplies the error. The freshness test for account selection.
ReadClosing
Is the forecast real?
A forecast is a stack of claims about people and facts. Two checks — buying-committee coverage and record freshness — turn the roll-up back into something you can defend.
ReadClosing
How to map a buying committee
Five seats, not titles: how to identify who owns the problem, who decides, who pays, who can veto, and who lives with it — with the seat-map template and the freshness discipline that keeps it true.
ReadClosing
Why are our best accounts single-threaded?
The double-down worked — the hours moved to the right accounts. Then, inside each account, they pooled on whoever answers fastest. Attention within the account is a second decision, made deliberately or not at all.
ReadProspecting
How to research an account before outreach
Four questions in order, an hour budgeted against them, and the one-page output that means the research never gets bought twice. The method, not a tool list.
ReadAccount-based sales
The one-page account plan
Four dated sections — live problems, the seat map, fit, and the working hypothesis — rendered in full. If it doesn't fit on a page it won't survive a quarter; if it isn't dated it's already fiction.
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Why does every rep re-research the same account?
The CRM remembers what happened — meetings, stages, notes — but not what the team learned. So understanding lives in reps' heads, dies at handoff, and gets bought again every quarter as 'ramp time.'
ReadProspecting
Why did the account tiering die by February?
The January model was probably right — in January. Account tiers die when re-ranking costs more than anyone budgeted. How to build a tiering this planning season that's still alive in June.
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Why do reps ignore the playbook?
It isn't discipline. Every playbook step bills the rep first — research hours, mapping hours, drafting hours — while volume pays out now. Adoption arrives when the math flips.
ReadProspecting
Why do AI SDRs fail?
It's structural, not a tuning problem: AI SDRs automate the conversation — the only part buyers experience — and skip the preparation that makes one worth having. The ninety-day arc, and the inversion that works.
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The buyer's guide: AI for account-based sales
Not a listicle — a method: the honest category taxonomy, five tests with the demo questions that expose slop, the red flags, and a printable evaluation card.
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Do we build or buy the AI sales system?
AI made V1 a weekend. The real cost is V12: identity resolution, research freshness, model drift, CRM edge cases, support — the permanent staff behind a system sellers can trust on live accounts.
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