Account Prioritization
ACCOUNT PRIORITIZATION & VET POCS
Account prioritization (A,B,C accounts)
Determine POC & perspective to introduce
Pull contact email & phone number
Outreach cadence (email & phone in coordination):
Are you the right person?
Polite reminder
EBR
Pre-call planning & the DC prep sheet
DC slide deck preparation
BOOK OF BUSINESS & ACCOUNT PRIORITIZATION
Once you are assigned a book of business as an EAE, you are going to want to go through the book to determine A, B, & C accounts. You can keep this classification in an excel spreadsheet.
A accounts are those that are in the right industry, the right size and will most likely end up working with you at some point. These are assets you nurture over time helping them with any admin issues.
B accounts are those that are in a decent industry, decent size and might do business with you if you can demonstrate enough value.
C accounts are the lowest priority that are in low probability industries, are smaller in nature and will take much more effort as then will most likely need someone to change their mind.
You will keep notes on timeline and what stage of the process you are in with each account. A column will need to be created for two additional issues:
Loop in DM - Yes or no
Surfaced objection
Michael Herlache MBA
Michael Herlache MBA is a Midmarket Account Executive at a leading publicly traded AdTech company. He lives in his home in Scottsdale, Arizona with his wife, Svitlana. Michael has an MBA in Finance from Texas A&M University and has a background in financial sales and more recently, technology sales.
Michael has closed over $1M in revenue in the local, franchise, and franchise full service (clearinghouse) role. From the local org, Michael was promoted to the multi-location org into the role of a midmarket AE. In his first two quarters in the midmarket role he was 75% and the 120% of quota even during the COVID pandemic and is pacing for 105% of quota in Q4. He has gone through month long MM/Enterprise training in the multi-location org designed to teach the Enterprise sales process & product.
Michael has completed Enterprise Sales School with Pavilion as taught by the software sales leader in the field, Ian Koniak.
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