account growth planning execution
How a Flexible Sales System Can Help You Thrive Through Uncertain Times
As companies are looking forward into the new year, one thing we can all agree on is that nobody really knows exactly what’s going to happen. According to Forbes Magazine, the world is not officially in a recession, but some economic indicators suggest we’re headed that direction.
Rethinking Account Based Selling
Recently, I was speaking to the leadership team of a sales organization. They were struggling with getting their people to develop and execute their account plans.
The Secret to Account Churn is Not Dedicated Account Managers
I do my own weeding and that "hobby" takes up a lot of my free time. Weeding is like playing the arcade game wack-a-mole where you pull the weed, use a weed wacker, or poison the weed on Monday and two more weeds appear in its place on Tuesday.
Account Growth And Innovation
We struggle to get a foothold in a large account. Winning that first deal in the account requires us to get the customer to change. To get them to think differently, addressing problems/opportunities differently. If we succeed, we have helped the customer innovate, to rethink what they currently do, and to do it differently. The customer chose us because they felt compelled to change.
This Summer, Customer Success May Be The Most Important Thing You Can Focus On
Here in Sweden, we’re just past our annual holiday of Midsommar (Midsummer), which we celebrated on June 25. This is one of our biggest holidays, and we usually celebrate with family and friends, often in the countryside.
Your best accounts – getting more from less
For a long time, the only objectives I used for major accounts were very specific business objectives: “We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y%.”
