Your team can achieve sales acceleration if you effectively coach your teams on the right tactics and strategies. Even the most charismatic, fast-talker needs a few hints to engage with and earn a prospect’s trust.
Does Key Account Planning really move the needle? According to a CSO Insights study, companies that engage in effective ongoing key account planning have win rates nearly double that of companies without a formal process. Moreover, companies that use a solution designed specifically for account planning have an 11-point advantage over those using manual efforts […]
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 factors keeping B2B key account teams from achieving their goals is that the […]
What are the chances of your next sales forecast being accurate? Probably not that great. Accurate forecasting has mystified some of the smartest people in business. In fact, the CSO Insights 2017 World Class Sales Practices Study found that only 40% of respondents said their ability to close deals as originally forecasted met or exceeded […]
Manufacturing companies need a specialized solution designed to address the unique challenges of strategic account management in the digital 4.0 world. The solution must be purpose-built, flexible and scalable enough to meet the needs of the increasingly complex customer landscape for large, matrixed, global accounts. Flaws with Tactical Account Planning Sales experts have discovered that […]