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One of best pieces of advice I ever received about holding on to important clients and customers was this: During times of uncertainty, approach your business contacts from a different perspective than during so-called “normal” times.
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This is a question we often hear from sales leaders, and it’s a topic that we could spend hours, days, or weeks examining in depth. In this brief article, we’ll look at two powerful resources that can keep sales teams (and sales leaders) on track: the KARE profiling system and the Pursuit Navigator tool – both of which were created by 英雄联盟竞猜视频比分.
Read MoreMost companies are looking for ways to more effectively and efficiently manage their most important business relationships. It is not easy to do, and it is not always enjoyable, but when a key account works well, it is extremely satisfying.
Read MoreThe very best consultative sales professionals operate exclusively in “me only territory,” which demands an explanation, so let’s begin by examining the traditional sales environment.
Read MoreWe must recognize that we are in Major Account management for the long term. It takes time to manage a Major Account and we will only receive a payback on our investment in time if we can await a long-term result.
Read MoreMajor Account management is not comprised of a single act, but a series of actions which link together to produce a powerful, professional and profitable outcome.
Read MoreTo increase the revenue and margins of an order by selling products and services at a higher price – up-selling – or by selling additional products and services – cross-selling, we must be able to prove to the customer that there is something in it for them. We must show them increased added – value.
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Hope, the saying goes, is not a strategy. Wise words! But are you perhaps relying on hope a bit too much after you and your team lose a major account?
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In selling to and serving major accounts, we hear a lot about value. Certain buzzwords have emerged around this topic, terms that, more often than not, simply add confusion.
Read MoreThere is an air of inevitability that at some point, in the not too distant future, many of the tasks now routinely handled by “salespeople” will become automated – in fact, it is already happening. Commoditization virtually eliminates seller-buyer human interaction and, at the time of writing this, it is a B2C “phenomenon.” It is…
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