– Company gets acquired
– Competitor releases new product/solution
– Incumbent sales rep leaves
– Prospect changes decision maker
– Prospect wins large account – increased capital availability
– Capital raise
How do you stop the inertia?
Status Quo Bias
Sources: Status Quo Bias in Decision Making – Journal of Risk and Uncertainty, Harvard, 1988; Jamie Shanks, AA-ISP Conference, February 5th, 2013
Accounts follow the
Pareto’s Principle, right?
Right. 20% of activity
brings in 80% of the
Source: Ernest O’Boyle Jr., Herman Aguinis - Revisiting the Norm of Normality of Individual Performance.
Who’s in your 25%?
Step 1: Know your customer – LinkedIn Function, Datanyze, BuiltWith,
SimilarWeb, import.io, etc.
Step 2: Introducing the Random Function, adjust for standard deviation,
mean, median and quartile breakdown
Step 3: Upload your clean data with SFDC data wizard
Step 4: Prioritize your outreach – 5X5 programs for your bottom 25%