Where and When Account Executives Should Prospect Here are the rules of thumb about where Account Executives should spend their precious time prospecting: A short, targeted “Top 5-25” list of vital accounts or channel partners. Their current customer base. The point is to focus your highest value people on the low-volume but high- value activities (building relationships at key accounts), and to specialize other roles and sales reps to take over low-value yet high-volume activities (prospecting into untargeted cold accounts).
