Habit 47: Sort the “Target Account” List Geographically
To continue with the "Account Development Habits", let's look at Habit 47: Sort the "Target Account" list geographically. Last month's newsletter talked about maintaining the "Target Account" list once it is created. This month, let's look at utilizing the "Target Account" list by sorting the list geographically. Typically, you have invested many hours in creating your "Target Account" list and many more hours maintaining it. Why not invest the time to maximize the use of your list by calling on the as many of the right people as you can when you are making sales calls? Making in-person sales calls correctly takes time ...
Habit 46: Maintain the “Target Account” list on a weekly basis
December 22, 2017
Selling
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To continue with the "Account Development Habits", let's look at Habit 46: Maintain the "Target Account" list on a weekly basis. Last month's newsletter talked about developing "Target Account" lists and detailed how to do that including where to do the research. This month, let's look at maintaining the "Target List" once it is created. We find that many time sales people overlook not only the importance of creating a focused "Target List", but the critical need to maintain their list. Think about that for a minute. The key to successful sales is calling on the right people, at the right time, ...
Habit 45: Do the Research!
To continue with the "Account Development Habits", let's look at Habit 45: Do the Research! Earlier newsletters talked about developing "Target Account" lists. How do you do that? Where do you do the research? There are many databases available including your own customer list that can assist you in developing your "Target Account" list. Regardless of the service used, the important issues are the search criteria. The development of data is not what you are after. You are after the development of accurate data that details a list of companies that do the very same thing as your existing customers so that you ...
Habit 44: How Much Should I Travel?
To continue with the "Account Development Habits", let's look at Habit 44: How Much Should I Travel? Travel is a relative thing and I don’t think there’s any real benchmark that accurately predicts the perfect amount of travel. It’s not about how much you travel it’s about how much you sell. If you are hitting your numbers, $2400.00 per hour for example, I think you are traveling just about right and more travel could be a waste of time and money. There are some rules of thumb; to sell $6 million a year in a regional territory you should travel approximately 40 to ...
Habit 43: Break Bread with Them
To continue with the "Account Development Habits", let's look at Habit 43: Break Bread with Them. I’m sure that you would agree that the sales lunch or dinner can be abused. I suggest that this is an incredibly powerful tool to build relationships and sell. It simply depends on how and when it’s used. Building credibility and building relationships is crucial to your success. Early on in a career it is pretty hard to spend all of your time on “C’s” (quotes submitted for approval) and “D’s” (quotes approved for purchase) as they simply do not exist. However, as your book of business ...
Habit 42: Make the Sales Calls!
To continue with the "Account Development Habits", let's look at Habit 42: Make the Sales Calls! Every salesman knows that making sales calls is really what they're all about. What separates the average salesperson from a "Top Performer" is the "Top Performer" knows who to call on, when to call and how often to call. This seems like pretty straightforward stuff and I'm sure that most salespeople believe that they truly are doing a great job. "Top Performers" develop "Target Account" lists. From these lists, they've developed a book of business that is based on leveraging their successes. In addition, these lists ...
Habit 41: Know your customer/prospect’s justification methodology
July 30, 2017
Selling
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To continue with the "Account Development Habits", let's look at Habit 41: Know your customer/prospect's justification methodology and prepare and present a written justification for every "C" project. Knowing the customer/prospect's justification methodology is only half the battle. The other half is being able to prepare justifications so that you can determine if a project is likely to be funded or not. There is no sense chasing a project that does not have the possibility of being funded. Although, politically, you may have to go through some effort to maintain the relationship, this effort can be modified for poorly justified projects, ...
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