National Sales Center

Selling Target Accounts Starts With The Right List

So you want to drive your best sales reps into your best target accounts. Sounds like a great strategy but not if you have the wrong “suspects” on your target account list.

I know the criteria used most often to decide which accounts make the target account list. They are BIG! Managers look for big suspect accounts that are doing business with the competition. Be honest, you know how these target account lists are developed. “Big” is the operative word but you need more than “big” to develop the right target account list.

Target account selling begins with having the right target account list. Developing the wrong list with lead to certain failure. You gain nothing by sending your best reps into accounts that will never buy from you. In fact, that’s a scenario for a sales disaster!

So how do you get the right accounts on your target account list? While “big” is important, there is more to it. Here are some additional criteria you may want to consider when developing a target account list…

• Why have they not done business with you in the past?
  
• What’s changed so that they may do business with you now?
  
• Are they locked in with any long-term agreements or quantity discounts from your competition?
  
• Will you be calling on the same decision maker that turned you down in the past?

Don’t simply drive your top reps into large companies that reside in your territory. Instead, drive your best reps into qualified opportunities that have the potential to generate a large order. The only way to accomplish that task is by taking the time necessary to develop the right target account list.

Now we need to take it a step further. The list is a good start but you still have to close those target accounts. That’s where I come in and where my selling skills DVDs can help. Discover the sales strategies used by the top reps and succeed in selling target accounts. Get some solid target account sales training and turn your list into a ton of revenue!

I wish you great sales success!

Nick Moreno

Tags: sales strategies