Ricko's Patent-Pending Bullseye Accounts Method for Success
PART ONE - IDENTIFYING BULLSEYE PROSPECTS
I've made reference in previous installments of this Blog to Bullseye Account prospecting and several of you have asked for more information about this unique and effective way of targeting and LANDING large accounts. I am breaking up this info into two parts, and they are Identifying Bullseye Prospects and Targeting Bullseye Prospects. We are starting with Part One because I'm a temporal being. I have traveled through time, but it makes my intestines burble.
I developed targeting Bullseye Accounts as a way for my salespeople to get to the next sales level, and the level beyond that, about 15 years ago. It's been very successful for a lot of folks who took this process to heart and made a commitment to Bullseye prospecting.
The way to become a Million Dollar producer in our industry—the BEST way—is to prospect and land Bullseye Accounts. Successful superstar AE's in our industry do NOT have one big account. They have three to five big accounts.
A Bullseye Account is a large account—a big company that takes 6 months or more to penetrate and turn into a client. You aren't doing Bullseye prospecting instead of every day new account prospecting—you are doing Bullseye prospecting IN ADDITION to your ongoing prospecting efforts. You MUST do BOTH as Bullseye accounts take a few months to land.
Your challenge is to identify and target 5 Bullseye Accounts—you should ALWAYS be working 5 Bullseye Accounts!
Every time you turn a Bullseye target into an account, ADD A NEW ONE to your Bullseye prospect list. Keep this list, in big bold letters, on your wall or bulletin board. Look at it every day! And every day, every single Monday thru Friday work day, you will touch one Bullseye Account some way. Do not let one day pass without touching a Bullseye account or this won't work.