Reprioritizing Your Target Accounts
Business 2 Community, April 30th, 2020
April 30, 2020,
Volume 265, Issue 5

Having a clearly defined and actively worked new business target account list is a key strategy for anyone who is responsible for proactively developing their own territory (or who has BDR resources focused on their behalf)

"Generally, having a small actively worked new business target list is better than a large one that rarely receives the necessary attention. But in today's climate, it's important to understand which of your long-term targets has short-term potential.

Your short-term potential is likely to come from your ability to address their short-term important priorities in a way that can deliver provably superior outcomes compared to any other credible option that might be available to them..."

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    Other articles in the IT - Sales section of Volume 265, Issue 5:
    • Reprioritizing Your Target Accounts (this article)

    See all archived articles in the IT - Sales section.