Account-Based Sales: Why Aircall and Outreach are your Dream Team
Account Based Sales is more than just the latest buzzword. It’s a personalised and targeted strategy that has enabled top-performing sales teams to close deals.
But personalising every prospect interaction isn’t easy. When your call lists are long, it’s easy to get mixed up or forget which information belongs to which prospect. No sales rep wants to start a call only to realise they’ve mentioned the wrong job title (or worse, the wrong company name).
Having the right information at your fingertips is crucial for starting relationships on the right foot, and the right tools make all the difference.
A modern phone system and a world-class sales engagement platform can help you tailor conversations, streamline your workflow, and close deals more quickly. Here’s how:
Personal Touches
Few things are more personal in business than a phone call. The phone system you use needs to be reliable and constantly add value to your interactions.
“Account Based Sales (ABS) is about personalisation. This means having access to details about your prospect at the moment of engagement.” – Collin Cadmus, VP Sales at Aircall
Seeing a prospect’s name appear on your screen often isn’t enough — context is key. Make sure your tools give you the insight to make the right decisions when the pressure is on.
Cross Team Collaboration
Implementing an Account Based Sales model won’t work without cross-team collaboration. Your marketing, customer support, and customer success teams all need to be on board. Having a sales platform that lets you quickly create and coordinate assets across teams is key to building an effective process. When everyone is communicating, everyone benefits.
Great Analytics
Replicating successful processes (and eliminating inefficient ones) requires data. Having access to your team’s analytics means you can see what works, what doesn’t, and why.
For teams looking to move to ABS, having access to key team metrics is crucial. Aircall analytics and Outreach’s scalability can make this transition as smooth as possible. With the confidence of great tools and access to vital data, you can switch to ABS without missing a beat.
Integrations
A reliable sales tech stack will keep your team ahead of the curve. But while having all the latest tools can be exciting (and expensive), it can slow your team down in the long run. Manually entering information into several different CRMs and spreadsheets will reduce your speed and cut your team’s productivity.
“Imagine this: a prospect finally returns your call, you need to know who they are, which company they’re with, what their title is, and view the notes from your research. You don’t have time to search your CRM for that data, so Aircall displays it in Outreach as soon as the call comes in. This enables you to be a true Account Based Seller.” – Collin Cadmus, VP Sales at Aircall
Having integrated tools helps your team focus on what they do best – closing deals. Your AEs and SDRs won’t have to constantly check that their data is synced correctly across different platforms. The information you receive is always up to date, and you’ll never find yourself in that awkward situation of addressing a lead by the wrong title.
Outreach and Aircall both make integrations a cornerstone of their software. That’s why Aircall has recently joined Outreach Galaxy, the app marketplace for the modern sales team, as an integration partner.
Further Reading:
How to Structure a Sales Workflow that Closes Deals Faster
What is a Deal Desk and How Can it Improve Sales Efficiency?
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