Chris Rothstein is the CEO and co-founder of Groove.co, a sales engagement platform. Prior to Groove.co, Chris built, scaled and managed enterprise sales teams at Google. He now helps bring modern technology to the world of sales so everyone from sales ops to sales directors can spend more time providing value to their customers and their companies.
When it comes to SaaS software sales, targeting individuals is hardly a model of efficiency. After all, an average of 5.4 people are involved in a single enterprise sales decision. Given that group-based vetting is the norm, account-based sales (ABS) is more productive than targeting specific leads. The account-based approach to selling, however, can be time consuming. Tracking in-depth metrics and timelines across multiple targets, as well as collaborating on that information across internal teams,
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