Many times, we find that key accounts are ripe with other/bigger opportunities. Whether you can cross-sell or upsell, maybe you have a chance to expand, or you’ve added some additional features that you know a current account would find beneficial. Whatever the opportunity, we’re willing to bet there’s something you haven’t run across yet. That’s where account planning comes in.
We understand the stress that sales leaders face every day – coaching, building reports, motivating, ensuring effective communication. We also know that the biggest pressure you face is to ensure your organization’s success by hitting your numbers.
In a recent Harvard Business Review article, Bain & Company partners Mark Kovac and Jamie Cleghorn discussed the importance of preparing sales teams for a recession before it hits. They addressed which areas sales organizations should focus on to prepare for the...
Key Accounts are a B2B company’s most strategic, valuable and long term clients. Many organizations find that penetrating these complex accounts in a strategic, successful way can be even more difficult than getting the first piece of business. One of the major...
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