Move Accounts Through The “Account Status” Assembly Line
“Account Status” is like sales stages in opportunities, but for accounts (organizations). This is how reps keep all of their prospects organized, so that they can focus on the right accounts with the right messages at the right time, and minimize wasted efforts.
1. COLD
1-Cold -Unresponsive or untouched -In communication with wrong people
2. WORKING
2-Working -Right contacts? -Revenue potential? -Current situation? -Business case? -Next steps?
3. NURTURE / TOUCH
3-Active Opportunity Passed to a Salesperson 4-Check Back Quarterly
5-Dead Opportunity* There was an oppty in the past
Prospecting Activities Mass email Research calls
Qualification Activities Discovery calls Conference calls Demonstrations
AVOID
6-Current Client 7-Bad Fit Waste of time 8- Duplicate
* Accounts with a dead sales opportunity are special, and deserve their own category, because they are highly likely to become customers in the future.