Episode 664
The Account Tiering System That's Helped Brian LaManna Win President's Club 7 Times
Most reps treat every account in their territory the same. Same sequence, same effort, same time. That's why most reps run out of time before they run out of accounts.
Brian LaManna, 7x President's Club winner and founder of Closed Won, built a three-tier system that protects his time and focuses his energy where it actually moves the needle.
In this show, Brian walked through how he tiers his book, operationalizes research workflows using Google Alerts and Sales Navigator, and shows up to every Tier 1 account with a strong POV before the first touchpoint.
If you're spending time on accounts that will never move, this is the session that fixes that.
You'll Learn:
- A three-tier account model to help you research each account when signals appear
- How to set up Google Alerts and Sales Navigator so account intelligence comes to you
- The research framework Brian uses for Tier 1 accounts to build a POV before any outreach
The Speakers:
Will Aitken, and Brian LaManna
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