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How do you prioritise accounts?

Hey all,


Suppose you have 500 accounts to reach out to, how do you decide which 20 accounts should be prioritised first? Is there a framework you guys use to prioritise and segment these accounts?

๐Ÿ”Ž Prospecting
๐Ÿ’ผ Productivity
7
Diablo
Politicker
+7
AE
There is a framework but you have to build it. If I were you, I'll quickly filter out the data first (I'm sure all 500 leads won't have the right data or complete data), further filter them by their ARR or number of employees, level of engagement etc. and then build a method/cadence to outreach (Email/Calling/Auto email etc.)
UrAssIsSaaS
Politicker
+8
SaaS Eater
WIthout knowing what industry you sell in I would tier them into 3 groups. Group 1 are you highest value accounts that you must win and are a perfect fit for your platform. Group 2 of 20-30 accounts that are great product fit but lesser value and then 30-40 accounts that are low priority that you just automate cadences for. Cycle through those last 30-40 every few weeks and bring in new stuff from the other 400 accounts you arent currently working.ย 
FamilyTruckster
Politicker
+9
Exec Director, Major Accounts
1. Break it up into sizes. Take a few from each bucket
2. find out if there are any previous relationships. Good or bad
3. make interns do all the work for you
4. cash in
Beans
Politicker
+9
Account Executive
Ideal Customer Profile - build one, rank your accounts, top down work them.

Keep an active level for accounts at all stages for a stable funnel.
CuriousFox
WR Officer
+13
Senior Account Executive
This depends on many things.

One idea is you could categorize by vertical and go from there. Another is you could start by who is HQ'd in your area.
SaaSguy
Big Shot
+9
Account Executive
1. Whats going to be the biggest in ACV?
2. What are the best fit/ideal customer profiles?
3. Are there any industry trends/company ongoings that would make it more necessary for your product?ย 
cw95
Politicker
+6
Sales Development Lead
factorial, can you elaborate?
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sa Pa
+46
Rontara , ย  sales_guy69 , ย  Pachacuti ย  and 46 people voted
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