Account List Management
We know you and your team are busy. There are sales to be made, orders to get to traffic, copy to be managed, proposals to write, meetings and research. So, it is more important than ever to work smarter, not harder. Let us help you prioritize the accounts with the biggest potential, keeping your team focused on targets that can bring in and exceed budget.
Prioritize Key Accounts
Our CRM system uses the Pareto Principle to determine what accounts and prospects can be the most profitable to you. It is based on the 80/20 rule – that 80% of your billing comes from 20% of your accounts. So, by focusing efforts on those 20%, your return on your time investment will pay off more quickly and with greater dividends.
Focus Your Sales Team
You will be able to determine the spending threshold for buyers at this level. The system will then identify your accounts as top – or key – accounts once they reach that spending level. Your sellers can also identify their top prospects – or targets – based on knowing what the potential spending level needs to be. Then you can empower your sales team can grow those top accounts, and nurture the targets as they move them through the sales funnel. Managers can easily see where to offer their assistance.
Think about it this way, would you rather have your seller spending 1 hour chasing 1 $10,000 account or 5 hours chasing 5 $1000 accounts? The answer is obvious. More activity does not always equal more dollars. Let our account management tools do the work of keeping your team focused on those key accounts.
We created this ebook to help you grow your sales.
Are you capturing every last available dollar in your markets? If not, download our ebook and discover new ways to grow.