Let’s be real, if someone asks an Account Manager to explain their role, most would say, “I am responsible for keeping strong, positive relationships in a customer account, solving their issues or questions that arise…
Lon CunninghisJanuary 7, 2019
The sales environment is going through an amazing amount of disruption at a staggering pace. Strategic sales organizations must adapt to the changes or risk falling into the downward spiral of lower win-rates, loss of…
Bill WallaceNovember 9, 2018
The majority of base accounts have nowhere near the revenue penetration that we both think they do, or desire that they have. On average, base accounts have 15-20% revenue penetration for the client’s spend in…
Bill WallaceSeptember 14, 2018
Too many times salespeople stick to talking about their own products and services because that is where they are most confident and comfortable. They discount their personal knowledge and that of their company unnecessarily, thinking…
Debby RizzoMay 7, 2018
Competing for Attention We all clearly understand how the balance of power has shifted significantly in the last decade from seller to buyer, driven by the power of information and knowledge. To compound that power…
Kevin DoddrellMarch 23, 2018
Contrary to conventional wisdom, great salespeople do not just wake up and start selling; they wake up and start thinking! Great salespeople are passionate about helping people and like having something good to say. Since…
Lavon KoernerFebruary 8, 2018
