The dreaded subject of account planning needs an overhaul. It is looked upon as an administrative task that has very little value for the account team, and generally, not regarded as one of the most…
If you are not in a new sales role, you can benefit from this article too! In my many years of engaging global sales teams, I am now seeing the most fluid market of sales…
Relationship Mapping in an account may be a common practice, but it can actually do your seller more harm than good. Learn how to set aside traditional Relationship Mapping in this article.
Is a hidden danger lurking inside your Account base? Instead of having a competitive advantage as an incumbent, you may have a competitive liability! As leaders, we often recognize success and celebrate team wins. Yet,…
When it comes to employing competitive strategy in key deals, many salespeople only do half the job. Besides executing a winning offense, you must also execute a winning defense by employing competitive countertactics that assist the…
Creating new opportunities within accounts may seem daunting. The fact is, it is relatively simple; it’s all about developing and sharing ideas with your contacts while helping their business and personal interests. The problem resides…