account growth planning execution
The problem with account plans...
Many of the clients I’ve been working with have been attempting to implement some form of account planning. Far fewer seem to be happy with the current outcomes.
Six common account planning challenges that you need a solution for
There is a direct correlation between effective account growth planning and sales success. In times like these, it’s of extreme importance to stay on top of your clients and help them get out on top of this crisis. Unfortunately, effective account planning isn't always easy and comes with challenges.
The 6 Competencies Every Strategic Account Manager Should Have
The role of a strategic account manager is probably one of the most difficult to master – if regular sellers are amateur cyclists, then strategic account managers tend to be akin to seasoned pros on the Tour de France.
Account Based Everything
I’m somewhat amazed, but pleasantly so, about the sudden discovery of “Account Based Selling,” or as some refer to it, "Account Based Everything". It’s important for reasons beyond the “account based” focus, but at the same time, I have to chuckle at the apparent novelty of the concept.
Can Your Salespeople Maximize Global Accounts?
If your sales organization engages in complex sales to global companies, and you don’t have a strategic plan for maximizing those relationships, then the odds are that your sales team is leaving millions on the table.
