Account-Based Sales (ABS), also called ABM for sales, focuses on targeting high-value accounts with personalized strategies instead of broad prospecting. This program trains students to:

• Identify and segment target accounts
• Use AI tools to gather insights and personalize messaging
• Build multi-contact engagement plans
• Align with marketing and customer success teams
• Track account engagement and pipeline velocity
• Use AI for forecasting, scoring, and pipeline expansion

Students also complete real-world tasks, including identifying ideal customer profiles (ICP), creating AI-personalized outreach, mapping buying committees, and executing targeted ABS campaigns.