t f o elopmen t Based v oun c art 7c Mapping into buying centers P The WHO ASales De Large enterprises aren’t cohesive, monolithic Updating your Account List structures – they’re made up of distinct operating business, many with separate • Don’t fall into the trap of constantly changing How Engagio handles divisions and locations. And, depending on your the accounts on your target account list: it can account list management solution, each division may have multiple foster a habit of giving up too soon At Engagio, a new rep can take a buying centers (for example, you might be able Tier 3 account from another rep if to sell to both the Sales department as well • Sales development in enterprise accounts they’re going to turn it into a Tier 1 as the Service department). takes time – it can take years (but the pay or Tier 2 account. off is worth the effort) Part of building your target account database Otherwise, they must keep their Tier 1 is understanding these hierarchies and • ‘Not interested right now’ is a starting point and Tier 2 accounts for at least a year, relationships, and mapping where you have not end of the road! and can’t swap out more than 25% existing relationships, where your competitors of Tier 3 accounts each quarter. are, and where there is whitespace. • Rule of thumb: don’t turn over more than 25% (Otherwise, it’s easy to give up of your account list each quarter too quickly.) We also keep a list of “On Deck” accounts that could be nominated into a target account if space opens up. 39