Account List Management is easy, but many don’t see it as a priority.
I suggest you take a few minutes to “spring clean” your account list. You will find many “Aha’s” when looking at it closely. Here’s a simple outline of how to clean up your list.
Account List Management is easy, but many don’t see it as a priority.
I suggest you take a few minutes to “spring clean” your account list. You will find many “Aha’s” when looking at it closely. Here’s a simple outline of how to clean up your list.
Susan McCullin, on March 12, 2024
Do you know where 80% of your revenue comes from?
Most businesses would say they have a way they manage and prioritize their accounts, but few of them do it in a way that is strategic, consistent, and is woven into every sales decision they make. Leaders who have a strong Account List Management system should prioritize the following:
Elissa Blankenship, on January 2, 2024
One of the most difficult things for a seller is releasing an account they have not been able to sell. It is human nature to keep it, ‘just in case,’ and it is a manager’s responsibility to work with sellers to keep a short list of key and target accounts.
There are many ways to accomplish this goal.
The Center for Sales Strategy, on December 14, 2023
Too many sales organizations don't have an Account List Management Strategy (ALMS) or they have one that provides little strategic value. In mature businesses, the lack of a priority-based ALMS is often tied to the following:
The Center for Sales Strategy, on July 27, 2022
Before choosing which prospects to target, it’s best to generate a long list of leads so you can narrow down to the best leads. Using the categories you’ve identified as a good fit your business, decide which sources on this list are right for you to generate your own list of leads.
Amanda Meade, on December 29, 2021
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.
Amanda Meade, on December 30, 2020
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.
Matt Sunshine, on August 5, 2020
The Pareto Principle suggests that 80% of sales come from 20% of clients. Alternatively, 20% of what you do represents 80% of that activity’s outcome.
Most of us know this rule, and we’re familiar with the labels – Key Accounts, Target Accounts, and Secondary Accounts – what we often fail to realize is the impact of what it’s like to lose a Key Account.
Understanding that most of your sales come from a relatively small number of clients, and having an Account List Management Strategy (ALMS) in place, realigns your organization's priorities, leading to an increase in revenue and sales performance.
Kurt Sima, on January 30, 2020
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!
Trey Morris, on January 23, 2020
Whether it's in the gym or on the field, athletes like Michael Jordan and Tom Brady are known for being the hardest workers during practice. And, as the greatest athletes of all time, they're not out there trying to learn something new—they're simply practicing the basics.
Josh Kaufman, author of The Personal MBA, writes that to go from “knowing nothing to being pretty good” actually takes about 20 hours of practice—that’s 45 minutes every day for a month. As leaders, we're accustomed to being great at what we do. But in order to learn something new and help your salespeople get better, everyone must practice.
