The Center for Sales Strategy Blog

Exceeding revenue goals is linked to developing new customers as well as increasing revenue from existing clients, today we are bringing you a recap of the most popular posts we've published in 2021 on key accounts and account list management.

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success.

We've searched for the most popular blogs of 2021, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year.

Check out these top blog posts on key accounts and account list management from 2021, and let them kickstart your 2022 sales strategy.

Exceeding revenue goals is linked to developing new customers as well as increasing revenue from existing clients, today we are bringing you a recap of the most popular posts we've published in 2020 on key accounts and account list management.

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. We've searched for the most popular blogs of 2020, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year. Check out these top blog posts on key accounts and account list management from 2020, and let them kickstart your 2021 sales strategy.

With a new year in full swing, it's time to perform some routine maintenance to ensure a strong first quarter (Q1) . A great place to start is taking a second look at your account list. Follow these ten steps to get your sales organization’s account list cleaned up and ready for a successful year!

My favorite book in high school was George Orwell's Animal Farm. If you haven't read it, it is an allegorical novel that tells the story of how Communism took over Russia and ultimately ruined their economy. I loved this book because a) it's brilliant, and b) it's a great defender of capitalism, which I LOVE!

I can't get enough of Marie Kondo. Unless you are completely removed from social media or Netflix, you know her to be the spiritual guide to decluttering your living space on her Netlfix original series, "Tidying Up With Marie Kondo."  I am a believer and often ask myself, "Does this spark joy?" and after my recent one-on-one coaching calls with salespeople from all over the country, many seem to feel as if their Account Lists are cluttered and could use some of Marie's guidance!  

Luckily, The Center For Sales Strategy's Account List Management Strategy can help you declutter and tidy up your account list!  There are 4 categories of accounts that are likely to "spark joy" for any salesperson: key accounts, secondary accounts, target accounts, and leads.

Some sellers wonder why they miss sales goals on a regular basis even though they are busy as a bee. Making “plenty” of face-to-face calls. Presenting and closing “plenty” of proposals. Conducting “plenty” of post-sale follow-up tasks. All of these activities usually equal another month short of exceeding their sales goals. 

I get it. I know it is important, but I’m sick and tired of hearing about new business. Truth be known, most sellers are sick and tired of hearing about new business… and their managers are sick and tired of talking about it!

Facts Behind the Myth

The majority of sales organizations are obsessed with new business because of one reason: they do a terrible job of keeping and growing existing business (AKA: customers).

Not all customers are created equal. World-class sales organizations segment them like this: