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The Center for Sales Strategy Blog

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 Perhaps bloated and out of date?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

5 Ways to Heat Up a Cold Start to the New Year

heat up your sales revenueJanuary is history, and some sellers are already singing the blues because their year is off to a cold start. That’s the bad news… here’s the good news; it is not too late to make some changes to accelerate revenue and improve sales performance.

Here’s a list of five things to get 2019 back on track and heat up sales revenue!

Topics: key account growth account list management

Top Articles of 2018: Key Accounts + Account List Management

best blog posts key accounts and account list managementExceeding 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 2018 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 2018, 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 2018, and let them kickstart your 2019 sales strategy.

Topics: key account growth account list analytics account list management

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

build an account list management strategyA new year is around the corner, and it is time to perform some routine maintenance. A great place to start is cleaning up your account list. Follow these ten steps to get your sales organization’s account list cleaned up and ready to go for a successful 2019! 

Topics: key account growth sales performance prospecting account list analytics account list management

Understanding What Your Customers Value Most

focus for highest ROIWhich of the following will generate the highest return?

  • More customers
  • Keeping customers longer
  • More revenue per customer

Any one of these can grow revenue. But one has been shown to consistently bring in a higher return on your investment. Most businesses say they are focused on these in the order of the list: adding more customers, than keeping them longer, and finally getting more revenue per customer.

The problem is that the research shows that a focus on more customers is the wrong path to maximize your return. And that it leads you to build the wrong solutions.

Topics: key account growth sales performance prospecting account list management sales accelerator

Ever Feel Like Your Salespeople Are Bad at Picking Prospects?

are your salespeople bad at picking prospectsWell, you wouldn’t be alone  I hear this from sales managers all the time. Here are the reasons I see that salespeople too often select the wrong companies to pursue:

  • They are opportunistic and therefore look for low-hanging fruit where getting access to decision makers is relatively easy. Sometimes that works out, but too often it translates into prospects that do not have the resources to be a key customer in your organization.

  • They let their own preferences dictate who they pursue. There might be particular categories they are comfortable with, or types of individuals they like to deal with that prejudice their thinking about who they should pursue as a prospect.
Topics: key account growth sales performance target personas sales pipeline account list management sales accelerator

A Sales Manager's Most Costly Mistake

target account brainstormPicture this. You are seven weeks into the quarter and pacing behind last year, and significantly behind your budget. Your manager and your manager’s manager are nosing around to find out what is going on and peppering you with questions about your plan to fix this. Your sales team is growing increasingly frustrated as orders get canceled and prospects fall through. This scenario is hypothetical, of course, but perhaps you have been there. So, how does a sales manager deal with this?

Topics: key account growth sales strategy sales performance sales management coaching account list management

Why Avoiding Disruption is Stalling Your Sales Career

building your account list Salespeople work hard to build an account list. Most clients on your list have been researched, painstakingly approached, and developed over time. Maybe a few just fell into your lap. But you value them all. Sure, some may be easier to work with than others, but you have no reason to change anything. Why would you?

Because the path that leads to a larger account list is not just more clients, but better clients.

I want to share some interesting lessons I heard at the recent INBOUND18 Conference. It was one of the last sessions on the last day. The one you debate about attending, because out the window the shuttle buses are already filling up with attendees leaving for the airport. I’m glad I stayed, and want to share some of what I heard in relation to building your account list.

Topics: key account growth sales performance sales process sales pipeline account list management