“Opportunity is missed by most people because
it is dressed in overalls and looks like work.“
~ Thomas Edison
Last week’s Time to Think = #InsideSales #Success post suggested that without time to think – you’ll fail when you actually reach a human being on the other end of the line.
This week I am going to suggest that not all accounts are created equal. The time you need to spend for your inside sales success is uncovering what YOUR accounts of opportunity look like! To ensure you’re calling them.
Yes I did say YOUR accounts of opportunity. The company you work for has probably given you definitions to the minimum criteria to prospect and they are probably all demographics:
- size
- industry
- geography
- etc
If you’re lucky they’ve included psychographics as well:
- typical pain points
- attitudes about what you sell
- how decisions are made in their organization
- etc
Step One: take what you’ve been given and investigate what your organizations BEST customers look like vs. the minimum criteria.
Step Two: look at your own customers (if you’re in an SDR/BDR role – don’t skip this, which leads that you passed are now top accounts for their account rep’s) and determine the demographics & psychographics you’re most successful with.
Step Three: find more companies that look and behave like ones you’ve identified as SUCCESS accounts!