Manage Time by Categorizing and Prioritizing Accounts - Jamie Shanks - Revenue Today - Episode # 051

Today, we welcome Jamie Shanks, inventor of social selling as a term and category, CEO of Pipeline Signals, and the author of two bestselling books on the topic. Jamie discusses how poor time management among sellers is often the result of bad decision-making around account selection and prioritization.He explains that most sales leaders don't realize how important these decisions are and that if a salesperson is focused on the wrong accounts, no amount of action will make up for it. Jamie also stresses the need to find your total serviceable and attainable market and to focus your efforts on them. TakeawaysTime management does not work when you do not perform account selection, prioritization, and/or segmentationWork closely with customer success to reverse engineer who your customers areCategorize your accounts as Park, Reverse, Neutral, and DriveFind your total addressable market and recalibrate your model Quote of the Show"Say (to your sales leadership), the hundred accounts that I've been assigned, this is where I think they sit today; which ones are in Park, Reverse, Neutral, or Drive. That sets the foundation of an objective understanding that you took a moment to back up, look at your market from a birds eye view, and state ‘I think I know which ones are vibrating forward.’" - Jamie Shanks  Connect with Jamie and work with him in the links below:LinkedIn: https://www.linkedin.com/in/jamestshanks/Website: https://pipelinesignals.com/ Ways to tune in:Amazon MusicApple PodcastSpotifyGoogle PodcastYouTube: https://youtu.be/6KEho9RSaHs