Phase 2: Accounts

Go after accounts that are going to spend a lot this year and avoid those that are not.

 

The Problem

Not all accounts are created equally. Some will spend a little, and others will spend a lot. Some will spend this year, and others will spend next year. Some will respond well to your value proposition and others will respond well to your competitor’s value proposition. If you cannot rank accounts best to worst on revenue potential and propensity to buy, you will miss the number.

 

The Solution

  • Ideal customer profiles
  • Customer acquisition cost by product
  • Customer lifetime value by product
  • Account potential
  • Account scoring
  • Propensity to buy formula by product

 

With this stage complete, it is time to move to Phase 3: Buyers.