{"id":10393,"date":"2015-09-23T18:18:47","date_gmt":"2015-09-23T18:18:47","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/4-account-types-every-sales-team-needs-identify\/"},"modified":"2022-10-24T23:00:24","modified_gmt":"2022-10-24T23:00:24","slug":"4-account-types-every-sales-team-needs-identify","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/4-account-types-every-sales-team-needs-identify\/","title":{"rendered":"The 4 Account Types Every Sales Team Needs to Identify"},"content":{"rendered":"\n<p>Most selling organizations have many accounts they track in one form or another. All of those clients and prospects typically have designations of some type applied to them in territory and account planning. They are differentiated by size, vertical market, geographic location, commercial vs. public sector, etc.<\/p>\n\n\n\n<p>But what do those labels really tell you about the traits and tendencies of the accounts? What does knowing those designations really do to help you understand the relative importance of the accounts to your strategy and mission?<\/p>\n\n\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/blog\/4-account-types-every-sales-team-needs-identify\/#The_Duck_Test\" >The Duck Test<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/blog\/4-account-types-every-sales-team-needs-identify\/#The_4_KARE_Account_Profiles\" >The 4 KARE Account Profiles<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"The_Duck_Test\"><\/span>The Duck Test<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>We all know the duck test. If it quacks like a duck, swims like a duck and waddles like a duck, it\u2019s likely a duck. But before we can make that determination, we need to know that a duck quacks, waddles and swims. Once we know that, we\u2019ve gained the ability to differentiate a duck from a giraffe. Understanding the attributes of those species earns you the right to identify them and, as a result, to treat them differently.<\/p>\n\n\n\n<p>Based on your input in building the attributes that are customized to your business model, Sandler Enterprise Selling\u2019s KARE tool provides four meaningful profiles into which you slot all of your accounts: Keep, Attain, Recapture and Expand.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"The_4_KARE_Account_Profiles\"><\/span>The 4 KARE Account Profiles<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p><strong>Keep:<\/strong>&nbsp;Accounts we definitely want to retain. These aren\u2019t necessarily the largest or most prestigious \u201crain-makers,\u201d but they are core accounts that are consistent and relatively easy to manage.<\/p>\n\n\n\n<p><strong>Attain:<\/strong>&nbsp;Our ideal accounts that match our target profile, those that we aspire to win. They fit the description of, \u201cWe do not work with them now but we would like to.\u201d<\/p>\n\n\n\n<p><strong>Recapture:<\/strong>&nbsp;Previously active accounts that are worthy of the time and resources needed to woo them back. There are many reasons accounts go cold, which are not always tied to performance, but we would like to work with them again.<\/p>\n\n\n\n<p><strong>Expand:<\/strong>&nbsp;Accounts in which we see great potential for expansion and those in which we are willing, and often eager, to invest in.<\/p>\n\n\n\n<p>That difference between Keep and Expand accounts is critical and having such meaningful designations earns you the right to take targeted actions, based on the specific needs of accounts in the profiles.<\/p>\n\n\n\n<p>Additionally, the four profiles create a common language within your organization, a language that provides clarity about these treasured assets \u2013 your clients and prospects!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Most selling organizations have many accounts they track in one form or another. All of those clients and prospects typically have designations of some type applied to them in territory and account planning. They are differentiated by size, vertical market, geographic location, commercial vs. public sector, etc. But what do those labels really tell you&#8230;<\/p>\n","protected":false},"author":15,"featured_media":10394,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1042,1265,1105],"class_list":["post-10393","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-account-management","tag-enterprise-sales","tag-sales-process"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The 4 Account Types Every Sales Team Needs to Identify | Sandler Training<\/title>\n<meta name=\"description\" content=\"Keeping track of multiple large-scale accounts can become a daunting task. 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