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Managing Complex Accounts
Taking care of your largest, most profitable accounts has always been
important. But in today’s hyper-competitive marketplace, your
competitors are doing everything they can to get a “foot in the door”
with your large accounts. This makes to more imperative than ever that
you protect these accounts while also maximizing their profitability.
This will come as no surprise to you, but we don't live in a perfect
world. Yet, a lot of the traditional methods of selling are based on the
belief that we do. They work on the premise that you have the time and
resources to treat all your accounts with the same care and attention,
and that all your clients appreciate and value your hard work.
While that may be a nice thought, the truth is, if you want to succeed
in the real world, you have to take care of the accounts that take care
of you. That means making some priorities.
To do that, you have to identify your "large accounts" and concentrate
your limited resources on those opportunities with the best chances of
high return.
You'll also need to safeguard your investments by managing those
committed resources systematically.
Managing Complex Accounts is a training program designed to help
salespeople manage every large account for maximum productivity.
The REAL
Selling program also includes a bonus module
titled
Strategic Thinking, Planning and Selling
which is designed to help salespeople grow
their business strategically.
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I'm a hunter, and I love the chase.
But once I've bagged the 'elephant' I'm not so
sure what to do with it.
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