This Is the First Step in a Successful New Business Development Sales Initiative

Mike is concerned that one month into the new year too many sales
teams have not nailed down their strategic, finite target account
lists. Too many supposed sales hunters are operating on autopilot
while an abundance of account managers are simply doing the “milk
run” in territory caretaker and maintenance mode!


In Episode 47 Mike shares why Selecting Targets is the very first
piece of his New Sales Driver Framework and he challenges sellers
and sales leaders to declare  which target accounts
(growable existing customers and ideal profile prospects) they
are committed to proactively pursuing to develop new business.


Listen as Mike unpacks the four characteristics of a great target
list:
Strategic Finite Focused Written (yes, written or printed!)

 


To WIN MORE NEW SALES, sales leaders must get salespeople out of
reactive mode waiting for leads and opportunities to chase and
get them PROACTIVELY pursuing named target customers and
prospects!


Posts mentioned in this episode:


Where Is Your Strategic, Finite Target Account List?


Mike’s post honoring his step-grandfather, Ed Davidheiser


Unpacking the 5 Foundational Keys to Winning More New Sales


 


NEW EVENT DATE ANNOUNCED:


With the February 28th session now sold out, we are excited to
announce the next SUPERCHARGE YOUR SALES LEADERSHIP dates:


The next one-day intensive will be Wednesday, May 3rd with May
4th as the VIP Day that includes VIP Q&A, private lunch with
Mike and the Porsche Driving Experience on the track!


More info and register at mikeweinberg.com/atlanta2023