New year, new you, new territory.
Here's how to avoid wasting time on bad-fit accounts, and work your territory like a pro:
⛔️ Bad strategy: Work account list from top to bottom
✅ Good strategy: Cherry-pick the top 20%
The 80/20 rule is your best friend if you want a quick start to the new year.
1/ Start by analyzing every deal you worked in the last 6 months:
↳ What were the top two industries where you won the most?
↳ For the closed/won deals, what personas were the first meeting with?
↳ For the closed/lost deals, what made them a bad fit?
↳ What size were the companies?
↳ Were there patterns in specific department headcount or growth?
↳ What triggers did they have in common?
Bonus: Drop these findings into ChatGPT to find more patterns
2/ Make a list of closed/lost deals to re-approach:
↳ Timing was bad
↳ Contract renewal dates are coming up
↳ Missing features or capabilities
↳ Didn’t get access to power
↳ Lost to a competitor
↳ Lost to no-decision
3/ Add your accounts into Sales Navigator, and run these searches:
↳ Accounts with prospects who are past employees of current clients
↳ Accounts within industries where you have the most success stories
↳ Accounts with newly hired executives that match your personas
↳ Accounts with good emails/phone numbers of your ideal personas
↳ Accounts with ideal triggers (hiring, etc.)
↳ Accounts where you have intro opportunities through teamlink
↳ Accounts where your leadership has connections
↳ Accounts where you have 1st-degree connections
↳ Accounts with contacts in your local geography
↳ Contacts who follow your company on LinkedIn
↳ Contacts you’ve had past interactions with on LinkedIn
↳ Contacts who are newly promoted into a leadership position
Approaching new accounts is about going narrow and deep—not wide and shallow.
You can do a lot of this with ChatGPT
What would you add to the list?