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To identify the best potential accounts for sales, you can use a strategy that involves profiling your best existing customers. Look for customers who spend a lot of money with you, have a long-term relationship, provide referrals, or have increasing spend over time. Once you've identified these customers, profile them by answering questions about them such as why they initially became customers, where they are located, their size, and if they are in certain vertical markets or niches where you have a higher success rate. This strategy can help you target accounts that are similar to your best customers, thereby increasing the likelihood of successful sales.
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Most sales activities are repetitive and tactical. Selecting which accounts to target is a strategic and exciting exercise. It is also an opportunity to engage senior leadership in decision-making and participate in moving the vision of your company forward. The accounts that you spend the most time and resources pursuing should be the ones that "look, smell, and feel" like your best existing customers. Your best customers may have one or more of the following qualities: they spend a lot of money with you, the relationship is a true partnership that produces value for both parties, they have been giving you business for a long time, they provide you with referrals, or their spend with you has been increasing over time. Once you've identified your best customers, profile those customers by answering these questions about them: Why did they initially become customers? Where are they located? Are they a particular size? Are they in certain vertical markets or niches where we have a higher...
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Do you find that most of your sales efforts go to waste? Understand the top reasons why people fail to generate new sales and become a true sales hunt...
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