Sellers rely too much on account scoring, revenue, and employee count when planning how to approach their territory. Inaccurate and incomplete data leads to wasted time digging through low-quality accounts when it's time to prospect.

The best AEs have a structured approach for how they prioritize accounts so they spend time where they will make money. This video describes how I prioritized my accounts as the #1 AE and how I taught my team on our way to record-breaking performances.

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You can also find my frameworks at salesintroverts.com

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