Definition
What is Account Based Selling?
The short answer
Account based selling is the sales side of an account based strategy: sellers pursue a defined list of target accounts, research each one, and engage several stakeholders in the buying committee with coordinated, tailored outreach.
Key figure
69%
Why it matters
Account based outbound gives sales teams the research, data and multi channel outreach account based selling depends on.
Put it to work
Where account based selling matters on a program.
Research
What the research says
69%
69% of B2B buyers prefer to validate AI generated insights with a sales rep.
Gartner survey, presented at the Gartner CSO & Sales Leader Conference, May 2026. 645 B2B buyers, surveyed August to September 2025.
67%
67% of B2B buyers say they prefer a rep free buying experience, and 45% used AI during a recent purchase.
Gartner Sales Survey, Mar 2026. 646 B2B buyers, surveyed August to September 2025.
40%
The average seller spends 40% of their time actually selling; for Gen Z reps it is 35%.
Salesforce, State of Sales 2026, Feb 2026. 4,050 sales professionals, surveyed August to September 2025.
Related terms
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