Home Target Account Selling

Target account selling (TAS) strategically focuses on pursuing customer accounts with highest potential fit for your products.
It prioritizes quality over quantity through account targeting.
TAS employs sales automation technology to identify buyer behaviors signaling high-quality leads.

• Target account selling identifies and selects target accounts based on specific criteria including revenue, industry, geography, or business size, ensuring focus on most suitable accounts.
• Representatives then conduct thorough research and personalize approaches to build relationships. They identify key stakeholders and provide value through custom-nurturing activities and tailored content.

• Concentrates on high-value accounts and strategic opportunities
• Significantly improves brand reputation
• Reduces rejection probability

• Demands substantial time to refine account selection processes
• May result in neglecting smaller or less strategic accounts
• Some accounts will still decline