The Selling Podcast
Do you want to grow your business? Looking for more sales? Trying to add new leads to your pipeline?
Mike and Scott are two experienced sales professionals with over 50 years of selling experience (and many airline and hotel points!) sharing a common goal: Sell better, Live better, and most of all...Enjoy more!
They share deep-ish thoughts (and some mediocre advice) on sales and life as they exchange stories, philosophies, experiences, insights, and random thoughts with some special guests who provide even more (and deeper) insights along the way!
Join the conversation! Email Mike (mike@thesellingpodcast.com) or Scott (scott@thesellingpodcast.com) and let them know what's on your mind!
The Selling Podcast
STOP PRIORITIZING ACCOUNTS ALL THE SAME WAY
Strategically prioritize your accounts. Not all accounts are created equal and we should not treat them as such. Too often we are spending the wrong amount of time in the wrong account. Here is what we talk about on this episode:
- A, B, C, and D accounts defined and time to apply to each group
- Approaching accounts
- Not to assume a solid relationship and push off touch points
One of the highlights of this episode is the checklist of finding the "easiest" accounts:
- Do you have direct access to decision maker
- Do you have physical access into the account
- Does the client's needs match up with your core competency and accessibility
- Does your compatibility, style, and character fit well in the organization
- Are they in the buying mood and looking for anything
Lastly, just remember... someone quick to move to you will be quick to move from you! Don't fear the long sales cycle.
Please reach out to us and share your thoughts on this subject:
Mike@thesellingpodcast.com
Scott@thesellingpodcast.com
Scott Schlofman
Mike Williams - Cell 801-635-7773
#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach