6/23/2025-Q2 account reviews that make your mgr smile.

Written by

Neil Monnens

in

Daily Quote

“We are what we repeatedly do. Excellence, then, is not an act, but a habit.” Will Durant
SKILL

YAY, it’s account review season!

If you’re preparing for your upcoming Q2 review with your manager, ensure you’re tight on each account’s Objections and Obstacles. (Moving forward toward Q3 greatness will be harder without that knowledge.)

And if the review has already taken place and you’re executing against your plan, forge your strategic path based on known O&Os.

Keeping the Two Os top of mind as you work your accounts means you’ll qualify business and find buyers more efficiently than sellers who don’t embrace deal-breaker issues.
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DO

Do you sweat over preparing for your account reviews? That’s not entirely a bad thing, after all. It means you care.

How much do you sweat?

1. Ensuring your “account objectives and KPIs” section is accurate is important…but don’t sweat it too much.

2. Projecting revenue for each target account? Yeah…sweat the details.

3. Understanding the specific Objections and Obstacles that exist on every key account? Sweat like you just ran a marathon.
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OOMPH

Obstacles are merely opportunities disguised as your worst nightmare.

And in your worst nightmare, you mostly want to run away.”

In The Sales Life, the Two Os should make you run towards.

Thank goodness for Steven Claunch, the one-handed, short-legged basketball star (yup) who effortlessly slaps down obstacles* and assertively moves forward.

You’ll love his story.
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