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The Center for Sales Strategy Blog

Resources for Consultants: Account List Management

Resources for Consultants

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:

  • Retention of current customers
  • Growth of current customers
  • Development of new customers
Topics: account list management

Sharpen Your Focus: Pruning Your Sales Target Account List for 2024 Success

Pruning Your Sales Target Account List for 2024 Success

One of the most difficult things for a seller is releasing an account they have not been able to sellIt 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.  

Topics: account list management

What’s Your Account List Management Strategy?

account list management strategyToo 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:

  • High levels of account attrition
  • Limited new business development
  • Marginal productivity and missed revenue goals

Topics: sales performance 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 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.

Topics: Lead Generation prospecting account list management

Top Articles of 2021: Key Accounts + Account List Management

Best-2021_Key Accounts _ Talent-1

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.

Topics: key account growth account list analytics account list management

Top Articles of 2020: Key Accounts + Account List Management

2020 Best Key Accounts Blogs

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.

Topics: key account growth account list analytics account list management

Realign Your Priorities With an Account List Management Strategy

Realign Your Priorities With an Account List Management Strategy

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.

Topics: account list management IMPACT

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]

 

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

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