Most Sellers Waste Time on the Wrong Accounts

Most reps skip proper account segmentation because it feels like “non-selling” work. But without it, outreach turns into a volume game instead of a prioritised strategy.

The result? You end up spraying messages across your territory, hoping something sticks - when in reality, the accounts that will drive results require different levels of effort.

If you find the below remotely interesting then I’m hosting a Tactical Teardown Wed Feb 19th with Kyle Coleman on this topic.

Here’s how I prioritise accounts to avoid wasted effort

Signals: Warm, Prioritised Accounts

These are accounts that are more likely to engage. Instead of pure cold outreach, these accounts have context or a trigger event making them easier to break into.

⏳Time Spent: ~45% of my prospecting time

Examples of Signals

• Closed Lost opportunities – Just because they didn’t buy last time doesn’t mean the problem disappeared.

• Website visits – Someone visiting specific pages on our website

• Champions moving to a new company – If someone who liked us at Company A just joined Company B, they’re an easy in.

How to Work Signal Accounts

Slightly dependent on the situation & level of signal, but speed & consistency matter more than personalisation (even if it’s a hot Tier 1) - but that doesn’t mean add none!

💌 Example Messaging