Sales POP - Purveyors of Propserity
You Have a Target Account List, Now What?
Blog / Sales Management / Nov 21, 2017 / Posted by Lisa Magnuson / 7906

You Have a Target Account List, Now What?


To be clear, your target account list is:

  • Your highest potential target accounts
  • Your ‘Big opportunities or big hits’ list
  • Your elephant or whale list

We call these TOP Line Account™ opportunities. (TOP Line Accounts are defined as your biggest and best opportunities and are generally worth at least 5x your average prospect size.)

Many companies start and end with ‘The list’. In other words, once the list is developed, they don’t know what to do next. Below is a condensed roadmap to help you get going.

Start Here: Prioritize your list. It’s overwhelming to tackle the entire list at once. Start small to gain some mini wins. This approach will give the account based selling team the incentive to keep going and add more over time.

Go Here: Commission the account based selling team. Start with a strong leader. If the Account Executive or Account Manager doesn’t have the necessary leadership skills then the Sales Manager may have to step in. It takes a team with a capable leader to develop and close TOP Line Accounts.

End Here: Allocate time for account planning. The account based team must develop the customer strategy, relationship plans, Win Themes™, and competitive blocks. This work occurs over time and is refreshed regularly as players are deployed throughout the sales process. However, when the team commits to the process and does the work, they will improve their likelihood of success exponentially. Here’s an example:

The Reward of Systematically Working your Target List

Common close ratio: 25%
Add pre-call planning: +20%
Add account strategy work: +20%
Add Win Themes™: +10%
Add competitive blocking: +10%

Congratulations for tackling your list and ‘Ringing the bell’ more frequently with TOP Line Account wins.

The Perfect Book for your Upcoming Sales Kick-Off:

Invest in your executive selling efforts by giving your sellers the book that is guaranteed to enhance their sales performance. The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relationships includes proven strategies to ensure sellers develop long lasting executive access.

The C-suite executive perspectives at the end of each chapter reveal exactly how senior leaders view sales encounters and what would cause them to keep the door open for follow up meetings.

Pipeliner CRM visually empowers target account-based selling. Get your free trial of Pipeliner CRM now.

About Author

Lisa Magnuson is an expert in corporate strategic sales and TOP Line Account™ revenue building. As a respected sales consultant and author, she works with clients to build successful strategic sales programs that drive revenue from large new accounts and enable growth from existing high value customers.

Author's Publications on Amazon

This eBook reveals a proven strategic approach you can use with your current customers to increase your sales and create a long-term positive relationship.
Buy on Amazon
Are you looking for an edge to land that big contract or keep your largest customers secure? Discover proven techniques from sales leadership veteran, Lisa D. Magnuson, to cultivate executive relationships that will pay big dividends. Pair this with exclusive C-suite executive contributions that provide…
Buy on Amazon
This invaluable Playbook was designed for modern sales leaders who want to win big. Based on extensive research and interviews with 41 Sales VPs from various industries, it contains 16 key ‘Plays’ to exponentially grow revenues and drive leadership success.
Buy on Amazon

Sales Process Automation
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.