You just got the troops back into the office for another big year. There are endless “priorities” for the year, but only a few can highly influence sales objectives, and ultimately change your business outcomes. I see sales leaders spend time with compensation plans, territory models, new technology integrations, etc.  Personally, I won’t be focused on that. In my opinion, here is the #1 Priority that you need to know IMMEDIATELY, in the next 30 days!

“Which new accounts in each territory, vertical, or market – are most likely to buy, and become new customers this year?”

I honestly don’t think anything can be more important for a sales leader. The answer(s) to this question will have the more profound effect on sales quota attainment.

Challenge – If you have the time to interview every SDR, BDR, AE, CSM, etc. in your company, and ask them on which accounts they are most focused on, you’d get the following list by:

– Revenue
– Market share
– Employee count
– Technology stack compatibility
– High profile brands (the one’s you always see on Bloomberg News)

You get my point.

You are going to risk spinning, many cycles to figure out the strategy that works with the above approach.  Sure, if you attack the challenge with brute force (aka – lots of headcount to saturate a market), you might get there.  Are you really willing to take that chance?

Idea to spark effectiveness – why not rethink the problem?  Have you ever heard the saying “success breeds success?”  Think about your company’s successes… the customers that are your advocates.  This is a competitive advantage that no one can take from you – RELATIONSHIPS.  How can your customer advocates be a key to re-prioritizing the accounts that could have HIGHER probability to engage your company?

What if there was a map, a primer, to unlocking your customer success and past beneficiaries of your company’s solutions – to aid in new business growth?

Welcome a very important solution to your challenge – relationship mapping by using the “SPHERE OF INFLUENCE”.

Sphere Of Influence

Above is a visual representation to demonstrate that 1x successful customer can breed relationships and stories that move new companies off their status quo.

This account-based focus, specifically Account Selection with each territory, vertical or market, is CRITICAL in your next 30 days to make sure you’re focused on the HIGH PROBABILITY accounts.

It’s your turn now!  You have 30 days to kick off the year strong.  Are you going to try the old toss it up against the way to see what sticks approach in 2019 or are you going to start leveraging the SPHERE OF INFLUENCE of your current and past relationships? 

Ultimate Sale Guide for The Modern Digital Seller

Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

Leave a Reply

Your email address will not be published. Required fields are marked *

Related Blogs

Sep 20, 2019 1:04 pm
Social Media for Sales vs. Social Selling: What’s the Difference? [Infographic]

For years, the above has been a recurring question that I’ve received from sales executives, business owners, and sales leaders. They often misunderstand the word ‘social’ in ‘social selling’ by connecting social media with what their children do on Facebook, Snapchat, and Instagram, instead of correlating ‘social’ as a mechanism to do two important things:

Aug 30, 2019 1:00 pm
Train The Trainer: What Most Sales Enablement Strategies Are Missing

After seven years of working with 350-400 customers, it recently dawned on me that there’s a fundamental flaw in the sales training industry. For context, consultants like us typically go into market and provide sales leaders with basic training on how to be a coach of modern, digital sales skills. We then train the sellers … Continue reading “Train The Trainer: What Most Sales Enablement Strategies Are Missing”

Jul 28, 2019 2:00 pm
Are You Building Pipeline in Squads or Pods?

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. Some companies call it squads, some companies call it pods – but ultimately Aristotle’s definition of synergy – which states that the whole is greater than the sum … Continue reading “Are You Building Pipeline in Squads or Pods?”

May 28, 2019 2:04 pm
Let’s Talk Sales!

This Podcast is about the inspirational journey of Jamie Shanks, the CEO of Sales for life who has trained over 100 thousand personnel across various verticals in sales. He provided training in six continents in organizations such as Microsoft, Oracle, American Airlines, and many more! He has also authored highly acclaimed books such as Spear … Continue reading “Let’s Talk Sales!”