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)

STRATEGY AREA
CONTENT TYPE
INDUSTRY
Sales Kickoff is Dead - How Market Leaders Use Acceleration Summits
October 14 2019
Sales Kickoff is Dead - How Market Leaders Use Acceleration Summits
VIEW
Considerations for Renewals Tool
October 7 2019
Considerations for Renewals Tool
VIEW
GTM Interlock Tool
October 5 2019
GTM Interlock Tool
VIEW
previous
1 of 139
right
Loading...
Sales Strategy
How Sales Leaders Leverage Market Listening Paths When Planning for 2020
Earlier this year, SBI consultant Kirk Snider wrote, “the only way to provide a good experience is to listen to what your customer is saying.” In his article, he shares why implementing different, and numerous types of listening paths are...
Read More
Sales Strategy
How to Use Compensation Benchmarking to Make Your Number
As Summer wraps up and a successful third quarter draws towards a close, it’s time for sales leaders to start looking towards 2020 and beyond as part of the annual planning process. Amongst the plethora of reports and discussions to...
Read More
Sales Strategy
Is Your Value-Based Pricing Strategy Truly Value-Based?
Value-based pricing is constantly top of mind for B2B executives. Promises of higher profits and market share have been made credible by numerous success stories. Which team wouldn’t want to share in that success? There’s little wonder as to why...
Read More
Sales Strategy
Last Year’s Data Isn’t Enough—Adopt 2020 Revenue Planning Best Practices Now
It’s September. You and the rest of the executive team are beginning to think about next year’s revenue plan. If you are like most companies, you are probably looking at 2019 performance as your baseline. This sounds good in theory....
Read More

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS