SocialADM.com Has sponsored this document for your free use. SocialADM.com is a Strategic Sales Tool provided as a Service (SaaS) and designed by Sales Executives to help other Sales Executives in their daily Sales Processes from Lead-to­‐Order. SocialADM is especially designed for Strategic, Complex, Value and Solution Selling Process.

1. Re-­‐Think
Your
Sales
Focus.
In
2012
Authored
by:
h?p://twi?er.com/kalleheinonen
h?p://www.linkedin.com/in/kalleheinonen

2. About
This
Document
About
This
Document
This
document
gives
a
framework
for
planning
how
you
choose
your
Sales
Target
Accounts.
You
are
free
to
re-­‐use
this
plan
as
is
or
modify
it
to
be?er
fit
your
purpose.
Who
Should
Read
This?
This
document
is
planned
for
anyone
interested
in
making
sense
of
Strategic
Sales,
Complex
Sales,
SoluKon
Selling
and
Value
Selling.
Main
Target:
Directors,
Sales
Team
Leaders,
Business
Owners,
Sales
ExecuKves,
Others
Interested
About
SocialADM
SocialADM.com
is
a
Strategic
Sales
Tool
provided
as
a
Service
(SaaS)
and
designed
by
Sales
ExecuKves
to
help
other
Sales
ExecuKves
in
their
daily
Sales
Processes
from
Lead-­‐to-­‐Order.
SocialADM
is
especially
designed
for
Strategic,
Complex,
Value
and
SoluKon
Selling
Process.

3. Making
the
Decision
to
Target
When
choosing
an
Enterprise
sales
approach,
it
could
be
smart
to
plan
your
sales
by
Target
Account
Model.
Why?
–
It
helps
you
focus.

4. Target
Account–
in
a
nutshell
What
makes
the
account
Target?
•
Account
Size?
(exisKng
revenue
or
potenKal?)
•
Account
Annual
Turnover,
Qn
of
People,
Industry?
•
Strategic
type,
other
partnership
reasons?
•
Future
Opportunity?
•
A
meeKng
you
had
or
a
person
you
met?

5. Target
Account
–
Sample
definiKon
Target
Account:
Defined
by
Revenue
&
10-­‐by-­‐10
Rule
Exis%ng
Account
New
Account
ExisKng
Revenue
Beyond
100K
PotenKal
Revenue
Beyond
100K*
Future
Revenue
beyond
100K
Repeatable
Value
ProposiKon**
Maximum
10
per
Sales
Professional
Maximum
10
per
Sales
Professional

6. Target
Account
–
Choosing
the
Strategy
The
Go-­‐To
Target
Strategy:
Focus
Account
Type
Exis%ng
Account
New
Account
Strategic,
Enterprise,
Key
Focus
Strategy
Focus
Strategy
Mid-­‐Market
SoluKon
Strategy
SoluKon
Strategy
Low-­‐Market
AcKvity
Strategy
AcKvity
Strategy
See:
FAST
–Strategy
Whitepaper
for
reference
on
Focus
Strategy.

7. Target
Account
–
Focus
Strategy
Sample
of
Focus
Strategy
Focus
Ac%vity
Solu%ons
Pipeline
Est.
Target
ACV
My
12
Cross-­‐sell
and
Up-­‐sell
Personalized
ADM
Less
opportuniKes
$1,400,000
Exis%ng
High
value
Strategic
Personalized
Targets:
ADM
co-­‐op
to
gain
Customized
Stages
opportuniKes
messaging
Apple,
Nokia,
access
to
Decision
Shorter
lead
thru’
Excellent
Samsung,
Maker
IntegraKon
to
ERP
Quality
Google,
Microso`
Close
AM
RelaKonship
Custom
Training
Partners:
SoluKon/Strategic
sales
Custom
Consultancy
KwanKc,
Wunderman,
Cubic
Sales
(6
ways
DD)
Zaaz,
Accenture,
Targeted
Small
Events
Tieto
Quarterly
Dinners
12
Largest
New
Targets:
ExecuKve
MeeKngs
Rovio,
GM,
Disney,
etc…
See:
FAST
–Strategy
Whitepaper
for
reference
on
Focus
Strategy.

8. Re-­‐Think
Your
B2B
Sales.
Our
Website:
h?p://www.socialadm.com
Our
Blog:
h?p://salesgonesocial.wordpress.com
In
2012
Authored
by:
h?p://twi?er.com/kalleheinonen
h?p://www.linkedin.com/in/kalleheinonen