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.
- Company
- Role
- Cast of Characters
- Number of employees
- Annual Revenue
- Private or Public
- Industry
- Location
- How do they make money?
- Product they bought
- What problem they had & why did they have this problem?
- Deeper Issue
- Did they have any big initiatives?
- ROI
- How did they hear about you?
- Where do they go for information?
- Events they attend
- 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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