I have received a fresh book of accounts and want to sort the list on priority basis. How do you recommend going about it?
letsaddvalue
Fresh book of accounts.
10
Might be worth you expanding on this… what’s your territory? How many accounts? New business or expansion? Existing pipe or cold? BDR/SDR support or not?
Second. Can't give advice without details..
That's probably a better question for management in your company since they'll know much more about your target accounts and goals than any of us will.
ICP all day.
Look at revenue potential from each account and whether or not you have an in there. Probably gonna be some that are more difficult to break into but will pay out more. Those you should have custom tailored messaging about their specific business needs. The long tail just start trying to close them the best you can.
In a similar boat, but helps I'm at the same company (just new responsibility) so have a lot of history on them.
Look at historical spend. Look for trends. Focus on the big spenders.
Also, ask management where they want the focus to be long term. Start building those relationships today. It may change direction later but people don't forget!
Look at historical spend. Look for trends. Focus on the big spenders.
Also, ask management where they want the focus to be long term. Start building those relationships today. It may change direction later but people don't forget!
Depends on the sales cycle and customer behaviour. Why don't you ask you team members how they do it and then slowly find a way to organize it.
There are a lot of factors in how you should best decide to do this. Best fit for a buying profile and propensity to buy are top, but not knowing the account mix, what you're selling, and your ICP, it's hard to tell you the best way to go about this. Have you asked your manager/sales lead?
What vertical clicks best, company size and are there any competitors that you recently sold to where there’s likely similar challenges for one of your target accounts
Ideal candidate firs first. It also depends on what info comes along with that list of accounts, and what you’re selling.
If its girl scout cookies put me down for two boxes of thin mints, and put me on auto-reorder bi-weekly please.
Set a meeting with your director to get coaching.
If anything, get the top performers at your company to give you their take on your accounts and which to prioritize. They should know which territories are performing well, along with trends from being on the front-line.
Prioritizing by revenue and renewal dates. Get to it!
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