Want to 4x Prospecting Results? It Starts With You.
When it comes to winning new business, there’s one task that consistently transforms sales performance—
Creating a clear, strategic, and finite list of target accounts.
And yet, too often, this critical step is left up to the individual salesperson.
As a sales leader, you set the direction.
If your team doesn’t have clarity on who they’re targeting and why, you can’t expect focus, consistency, or results.
Here’s what I often see in the field:
Ask a salesperson to show their list of target accounts and you’ll get:
a) A vague export from the CRM with hundreds of names
b) A random pile of trade magazines and LinkedIn searches
c) “Well… I have about 300 accounts I could go after”
That’s not a strategy—that’s a scattergun.
Direction Beats Activity Every Time
The fastest way to sharpen your team’s effectiveness is to narrow the focus.
Start by analysing where your revenue actually comes from. In almost every case, 20% of accounts drive 80% of sales.
Once you see that visually—especially in a pie chart or heat map—it changes everything. You realise how much time and effort is being wasted chasing low-yield accounts.
From there, work with your team to segment their accounts into A, B, and C tiers, with clear criteria and aligned activity levels for each. This gives your salespeople a structure to prioritise time, energy, and messaging.
No more chasing shadows.
Why This Works
A finite, strategic list gives your team:
✅ A clear runway for outreach
✅ Mental focus and daily purpose
✅ More meaningful conversations
✅ Greater consistency in follow-up
✅ Better pipeline quality and forecasting
It’s deceptively simple—but game-changing.
Everything flows from this one decision.
Don’t leave it to chance. Lead it.
If you want to explore how to build this into your sales process, let’s talk. I work with CEOs and Sales Leaders to implement practical systems that drive consistent, high-quality pipeline.
📩 Message me or book a call, and I’ll walk you through how to build a targeted account model that focuses your team and fuels your results.
