Struggling To Pick The Best Target Accounts for Your Sales Efforts?

Struggling To Pick The Best Target Accounts for Your Sales Efforts?

Don’t use guesswork. You don’t have the time to chase everybody. Invest wisely.

Target the best bets for new business.

Here are 7 criteria to look at:

Size.
Larger organisations typically have more budget to purchase services and a greater need for outside expertise. Look at annual revenue, number of employees, or consulting spend.

Growth.
Fast-growing companies likely have expanding needs and are open to new partnerships to support growth. Look for accounts with double digit revenue/staff growth year-over-year.

Challenges.
Accounts facing disruptions, new regulations, technology changes, etc. have urgent needs to address. Look for signs of transformation efforts.

Connections.
Situations where relationships with decision-makers and influencers already exist. Knowing C-level executives and Head-of departments is an advantage. Work the network.

Investment.
Spending heavily on competitors’ services but little with you. That signals an opportunity to gain wallet share. Estimate the share of budget held by other key providers. Take it.

Industry.
Upcoming trends, innovations, or regulatory changes in an account's industry signal potential needs. Research upcoming dynamics in key sectors.

Win/loss.
Accounts where deals have been lost previously are opportunities to re-engage with a new value hypothesis. Review past wins and losses as footholds for new conversations.

These are a starting point, to help you choose, before investing in target accounts

Which of these look most attractive to you?