Account Prioritization System

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To Get, Or To Give?
Today when I work with clients in a coaching relationship, the one common thing theme I find is a constant worry and anxiousness about not having enough money or not being successful enough.

The answer to that, I’ve found, is to examine their core sales philosophy. “Are you trying to get or to give?” I ask them.

Once we get straight on fundamental question, the business flows in a much easier and enjoyable way.Prioritize Accounts By Growth Potential
An Account Prioritization System will help you avoid wasting time with customers that have the lowest growth potential and instead, focusing your time on the right customers at the right time.

You already know that making money in business is all about making sales, and the sales process consists of finding prospects, attracting them, and closing a sale. So what’s next?

Finding Incremental Sales Opportunities. I call these ISOs.

After the initial sales is done the most profitable next bahrain telegram data action is to spend time fostering relationships with your clients and engaging them, so they will spend even more money on your business.

First we have to take a step back because not all clients can grow. Sadly, many sellers don’t prioritize their accounts correctly and end up wasting time that should be spent with those who have the largest ISO potential.

So, how do we fix this? With an Account Prioritization System that divides your clients into four different segments based on two criteria, current levels of engagement and potential to grow.

Engagement
How engaged are your clients? A simple way to measure engagement is to see how many of your employees are working with you client’s employees.

Consider engagement like infiltration. If a many of your team members work with several of the client’s team members, there is a high level of engagement. If your client treats you more like a vendor, doesn’t call often, and isn’t proactive, there is a low level of engagement.