Welcome to the inspir’em newsletter

In this newsletter we share insights, ideas and resources to help you and your business grow; be that personal development, building the right team for your needs or putting the structures in place to grow and maximise your revenue.

This series focuses on Strategic Account Planning - how to get the most out of your accounts and concentrate your efforts where it will yield the best results.

Following on from The Art of Account Planning, we move onto Account Tiering - getting the most from your assigned accounts.

⚡NEW BLOG - Account Tiering: The Basics

Too many accounts, not enough time? 

Creating and implementing a solid account tiering system can really fast track the process of pipeline generation.

Within the Strategic Account Planning process, even tiering departments or subsidiaries is worth considering to ensure your messages can be focused on the low hanging fruit.

If you are looking for some account tiering inspiration and tips to resonate quickly with customers - read our latest blog.

Revenue Marketing Alliance

A Guide to Successful Account Tiering and Targeted Content Experiences in ABM

 Learn how to apply Account Tiering to your marketing machine and reap the benefits of this efficient, high yield approach. 

 Ali Powell on LinkedIn

How to use a Tiered Account Model for Account Based Sales Prospecting

Define the three tiers and learn best practices for prospecting tiered accounts with this blog.

Gradient Works

How to Develop the Right Account Scoring Model

Discover the 4 types of Account Scoring that you can employ to tier your accounts, and which is the right one for you.

⚡inspir'em guide: TAM/ICP Template

Ensure your pipeline generation effort is focused in the right place for maximum results with our TAM/ICP template.

This template accompanies the account tiering blog to help formulate your go-to-market strategy and pipeline generation plan.

Download your copy HERE.

Free to inspir'em product subscribers - email [email protected] to get your copies.

⚡inspir'em Tips for Managers

Sales Meeting Guide:

Use these tips in sales meetings or for ideas for the new year's kick off sessions. 

Exercise: The Perfect Customer

Instructions: 

In a sales meeting setting, spend 45-60 minutes talking with your teams about who is your company's perfect customer.

Brainstorm the Metrics which help to identify this customer - for example - employees, turnover, whitespace, servers etc.

Consider who isn't your target customer and why - perhaps too few employees etc.

Note to the manager / founder:

Help your team consider their 'sweet spot' - the customers to target for the most winnable deals.

Remember to cover what bad looks like, to help the team prioritise their time and pipeline.

Ensure you document the outcome for onboarding or future hires.

⚡inspir'em Training

Strategic Account Planning with MEDDIC

Build an account plan with us and set yourself up for success this year.

You will come away with a plan to target one of your large enterprise accounts. All using MEDDIC templates. 

TAM & ICP - The Need To Focus Your Sales Machine

Looking for additional reading to help your pipeline activities yield better results in the early part of the year?

Our blog on creating a laser focused pipeline generation plan can help.

Discover how to identify your low hanging fruit with the right TAM, ICP and Personas to achieve faster results.

International Women's Day 2024

Registration is NOW OPEN!!

Places are limited - so book quickly to reserve your place HERE.