Building a Strategic List of Key Accounts

Module 1: Preparation Session Number: 2

Session Title: Building a Strategic List of Key Accounts

Session Overview: How to learn one of my best strategies to build a list of strategic accounts.

Here are some of the files in the sheet: See attached excel document for more details.

  1. Company
  2. Role
  3. Cast of Characters
  4. Number of employees
  5. Annual Revenue
  6. Private or Public
  7. Industry
  8. Location
  9. How do they make money?
  10. Product they bought
  11. What problem they had & why did they have this problem?
  12. Deeper Issue
  13. Did they have any big initiatives?
  14. ROI
  15. How did they hear about you?
  16. Where do they go for information?
  17. Events they attend
  18. Social platform they use

Tasks to Implement: Using the attached excel spreadsheet, follow what was shared in the video and identify your company's best customers. This will help paint a picture of who you will target for your strategic list. You can then use LinkedIn Sales Navigator or an intent-based software to identify potential customers who could be added to your list based on your ICP.

Session Recap: Now that you know who will target, next we will review the cast of characters.


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