Complete this 2 x 2 matrix to pinpoint the disengaged accounts you can likely re-engage—so you know where to focus the majority of your efforts for maximum impact.
Of course, you’ll work the accounts you feel are most likely to close (accounts with positive sentiment and high engagement). That’s a given. But what about all your other accounts? Do you have a targeted approach for prioritizing deals?
Don’t spin your wheels trying to work every account with the same level of effort.