If you haven’t been playing along:
Off the TOP of your head…(part 1 of 3) had you think about the very top of your list: accounts – contacts – opportunities.
They’ve GOT to GO (part 2 of 3) gave you permission to DELETE: your most annoying accounts – non-responsive contacts – rolling turd opportunities.
Monkey in the Middle Accounts: Might be your NEXT top account if you gave them attention instead of throwing the ball over their head… you pay them just enough attention to have them continue to buy from you.
Yet if you did a bit of research, talked with more people, bothered to understand THEIR business: they would turn into your next BIG account. They’re doing business with other people, not just you *gasp*
The key is to choose one at a time and really dig in. Look at the people who didn’t make your top 10 and it wouldn’t occur to you to give them a red card. PICK the one that feels best and start playing ball with them, instead of monkey in the middle.
Once you fully understand them fully and know if they can be a top account, move on to another.