PHASE 2: ACCOUNTS

Properly align your sales resources to your highest value accounts.

 

Aligning the top talent in your sales organization to your top accounts is the fastest way to produce growth. Having a deep understanding of your customer’s ability to spend (and over what time frame) gives you a competitive advantage when making allocation decisions against market opportunities.

Rapid Diagnostic

1. You have defined your Ideal Customer Profile (i.e., what defines your ideal prospect/customer).

2. Your Ideal Customer Profile is maintained on a regular basis using data analytics.

3. You have scored each prospect/customer relative to your ideal customer profile.

4. The potential spend for each prospect/customer is quantified and known by the sales team.

5. Your Customer Acquisition Cost (CAC) is known by account.

6. The Customer Lifetime Value (CLTV) is known by account.

7. You have defined the Propensity-to-Buy for each prospect/customer (i.e. how likely is each prospect/customer to buy from us).

8. You use a RAD (Retain, Acquire, Develop) model to define the sales and marketing motion for each account.

9. You have matched sales channel to account using customer acquisition cost and customer lifetime value.

10. You assign your best sales talent to the accounts with the most potential.

Deliverables

• Ideal Customer Profile (ICP)

• Propensity-to-Buy Formula (PtB)

• Prioritized Account List

• Customer & Prospect Account Potential

• Define Sales Motion by Account (RAD model)

Sales Strategy
How to Plan Your Digital Strategy for 2021
As we round out 2020 and begin to look ahead to 2021, the topic of revenue planning is surely at the forefront of conversations between your company’s leadership team and board members. While your annual revenue planning activities may focus...
Read More
Sales Strategy
Why Top CROs Care About Sales Velocity
As a sales leader, it is necessary to understand the performance levers which impact your bottom line. One encompassing metric that can help you understand these levers and improve sales effectiveness and efficiency in 2021 is Sales Velocity. Deciphering your...
Read More
Sales Strategy
How a Marketing Leader Relentlessly Drives Alignment With Sales
Marketing leaders have faced numerous difficulties over the past year, but one challenge is not exclusive to just 2020—sales and marketing alignment. Getting this correct is more imperative now than ever before and can make-or-break your growth strategy. Ultimately, companies...
Read More
Sales Strategy
How to Help Your Field Sellers Thrive in a Virtual World
While the world innovated rapidly and continually adopts many advanced technologies, the sales environment is still catching up. In most cases, face-to-face selling was the top method or process, allowing for strong relationship building, effective communication, and the ability to...
Read More