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..."
Read More ...