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 Strategically prioritize your accounts. Not all accounts are created equal and we should not treat them as such. Too often we are spending the wrong amount of time in the wrong account. Here is what we talk about on this episode:

• A, B, C, and D accounts defined and time to apply to each group
• Approaching accounts
• Not to assume a solid relationship and push off touch points

One of the highlights of this episode is the checklist of finding the "easiest" accounts:

1. Do you have direct access to decision maker
2. Do you have physical access into the account
3. Does the client's needs match up with your core competency and accessibility
4. Does your compatibility, style, and character fit well in the organization
5. Are they in the buying mood and looking for anything

Lastly, just remember... someone quick to move to you will be quick to move from you! Don't fear the long sales cycle.

Please reach out to us and share your thoughts on this subject:
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Scott Schlofman
Mike Williams - Cell 801-635-7773

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