Account-Based Sales (ABS) is a new process for many sales organizations, but many executives believe they are successful. However, most organizations are only pulling less than 50% of their revenue from key accounts, which is not the 80% they should be relying on for ARR. To improve their process, sales executives are using technology and data for support and coaching. As more companies adopt ABS, they see gains such as a 75% increase in Annual Contract Value and a 150% increase in Customer Lifetime Value. Highly personalized messaging is crucial for ABS, as buyers are 67% more likely to accept a meeting if a pitch is customized.

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