Back
The War Room
Discussion
Post

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.

๐Ÿ”Ž Prospecting
2
sahil
Notable Contributor
+15
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.
SalesPharaoh
Politicker
+8
AM BDR
very good approach, also to add on check if you know someone in any of the target companies there.
CuriousFox
WR Officer
+11
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.ย 

Color coding, notebooks, notes within your spreadsheet all help.
SalesGal
Politicker
+6
Account Manager / FSR
Good call regarding colour coding within the spreadsheet. Quick visual way to keep track of progressย 
blondeenigma
Opinionated
+2
Account Executive
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. ย 
2
How often do you follow up with, and what data do you provide to accounts that churned
Question
4
4
CRM usage : Does it help bigtime Vs reality?
Question
7
How effective is CRM for you?
+27
NoSuperhero , ย  SalesPharaoh , ย  verbalzzzzzz ย  and 27 people voted
*Voting in this poll no longer yields commission.
4
Help with creating a steps to close for Gov accounts
Question
8