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The Center for Sales Strategy Blog

A 10-Step Guide to Building an Account List Management Strategy

build an account list management strategyWith 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!

Topics: key account growth account list analytics account list management

What Will You Do This Week to Help Your Salespeople? [VIDEO]

Trey

 

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. 

Topics: sales strategy sales process prospecting account list management

Top Articles of 2019: Key Accounts + Account List Management

Best 2019_Key Accounts + Talent

Exceeding revenue goals is linked to developing new customers as well as increasing revenue from existing clients, we today we are bringing you a recap of the most popular posts we've published in 2019 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 2019, 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 2019, and let them kickstart your 2020 sales strategy.

Topics: key account growth account list analytics account list management

A World-Class Account List Management Strategy + Tips for Sales Managers and Their Teams

winning-success-great-salesperson-managerTop-performing sales organizations have many things in common. One is their understanding of and the importance they place on an account list management strategy. Here’s the concept and some tips used by world-class managers—feel free to use it in your organization.

ALMS

Topics: sales strategy account list management

If You Want to Change the World, Make Your Bed

winning sales strategyRecently, I read a book by this title written by retired admiral William H. McRaven. He was a Navy Seal and eventually rose to the command of the worldwide Seal operation. The book is loaded with principles McRaven learned as a Navy Seal, each of which is an invaluable nugget that leads to success in about any venture.

The first principle is, if you want to change the world begin by accomplishing something first thing every morning make your bed. Now, it sounds simple, and perhaps even trivial, but he points out beginning each day with a measurable accomplishment sets the tone for a productive 24 hours ahead.

As you might imagine, a well-made bed for a Seal is one so perfect the drill sergeant can bounce a quarter six inches high off the perfectly-taught cover. Failure to deliver such a quality job can result in a hundred push ups or perhaps a two-mile run as the sun rises.

So, I began wondering what making your bed looks like for a sales professional? Beyond literally making your bed (which I happen to do everyday first thing, so I appreciate the adrenaline charge of that early accomplishment), what are the "first-thing" activities a sales pro should accomplish in order to insure a productive day ahead and improve sales performance? Here are some that come to mind for me.

Topics: sales strategy account list management

All Clients are NOT Created Equal

client meeting handshakeMy 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!

Topics: sales performance account list analytics account list management

The Top 7 Sources to Find Leads

lead sources and ideas for sellersBefore choosing which prospects to target, it’s best to generate a long list of leads so you can narrow 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.

Topics: lead generation prospecting account list management

Spring Cleaning: A 10-Step Guide to Cleaning Up Your Account List

spring cleaning your sales account listSpring is in the air, and perhaps it is time for some Spring cleaning in your sales organization. A great place to start is your master account list. Is your account list a mess? Perhaps bloated and out of date? If so, follow these 10 steps to clean it up and get things back on track.

Topics: key account growth account list management

Turn Goals into Reality with a Solid Prospecting Plan

successful sales prospecting planWe are now a few months into the new year. Often, at the end of the prior year, I spend time talking about the year ahead. I ask the sellers that I coach what they want to accomplish. Where do they want to be at the end of this year? We discuss their professional sales goals, and then we begin to make a plan together to help them achieve those goals.

I encourage them to make sure they understand the importance of high priority prospects or what we call target accounts. Ensuring sales teams understand how to identify, develop, and close (or walk away) is a critical part of sellers achieving their objectives throughout the year.

Topics: key account growth prospecting account list management

Is it Time to "Marie Kondo" Your Account List?

clean out your account listI 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.

Topics: key account growth account list analytics account list management