The War Room
Major Accounts Account Executive
You are given an account list with over 250 accounts (no salesforce, you have to work off an excel sheet), what steps/processes do you implement to ensure all accounts are being touched? How many do you target a week? Month? Etc.
Deepak Chopra of Sales
1. Get a free / cheap CRM so you aren't managing this in Excel. EngageBay is a great option.
2. I'd work 100 accounts at once. Spend 3-4 hrs/day researching about 20-30 accounts. Get 2-4 contacts per account, email addresses and phone numbers via internet stalking, write personalized notes for each. Send. Then follow up with calls next day.
very good approach, also to add on check if you know someone in any of the target companies there.
Needer of Life Alert
Set appointments on your calendar (Outlook, Google, whatever you use) so the reminders pop up. Also this keeps a record of who you have contacted.
Color coding, notebooks, notes within your spreadsheet all help.
Account Manager / FSR
Good call regarding colour coding within the spreadsheet. Quick visual way to keep track of progress
Target about 70 at a time (depends on size of course); Find a way to prioritise them (triggers, recent funding, internal champions, good reference logos, your personal preference) and target those the most - make sure to touch with the right cadence, give a break for 2-3 months. The rest, put in a nurture bucket with 2 week reminders for soft content and top of the funnel stuff. If all accounts are good - lure in a BDR to do this for you and offer incentives.
How often do you follow up with, and what data do you provide to accounts that churned
CRM usage : Does it help bigtime Vs reality?
How effective is CRM for you?
Helps tons for deal closure
Doing it for management purpose
Helps from lead fetch to nurture to conversion
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Help with creating a steps to close for Gov accounts
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