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, feels nearly impossible unless you’re capable of computer-like organization. The solution? Sales automation. During my days working in sales at