march, 2020

03mar1:50 PMRoundtable Zone 1: Key Accounts: Winning Strategies to Close More Business1:50 PM Fab Facilitator: Amar Sheth, Partner, Customer Experience, SalesforLife


(Tuesday) 1:50 PM


According to recent research – 77% of account/territory managers (of a geo-territory, vertical or industry) use revenue as the basis for selecting their accounts. While this subscribes to the thesis that strategic accounts generate >25% more sales revenue, this account selection process has a major flaw. This selection process does not account for probability and/or velocity as an attribute to winning presumably larger sales opportunities.  This model does not account for relationships – as a key competitive advantage or disadvantage that can dramatically alter probability and/or velocity of account activation. How can we upend this flawed model?

Key Take-Aways:

  • Examples of how companies are applying the “Sphere of Influence”, rooted in modeling “social proximity” as a key driver to account selection
  • Insight on how sellers are identifying asymmetrical competitive advantages and disadvantages (relationships) in their Total Addressable Market
  • Best practices for leveraging compelling triggers that are a complimentary mechanism to be first to activating accounts

Fab Facilitator

Amar Sheth, Partner, Customer Experience, SalesforLife

Speaker Link

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Sales Team Accelerator Retreat (STAR): A Frost & Sullivan Executive MindXchange is a remarkable setting for key members of the sales organization to come together to strengthen their bonds and improve communication, productivity, and effectiveness. The unique format also delivers robust opportunities to collaborate with other sales organizations to tackle shared challenges around C-Suite expectations; talent; sales tools; best practices and processes; changing customer behavior; and game-changing emerging technologies.

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