April 15th, 2013
Category Archives: Strategic Account Planning and Management
Communicating Value to Protect and Grow Strategic Accounts
In the first part of this article, we introduced the notion that value not communicated is value not perceived and three basic steps to ensure that the right people in your account understand your contribution:
April 12th, 2013
Communicating Value to Protect and Grow Strategic Accounts, Part 1
Communicating Value to Protect and Grow Strategic Accounts (Part 1)
Protecting and growing strategic accounts requires that you constantly look for ways to create value for your customer. However, creating value won’t mean much if it goes unrecognized. Yes, you need to help your customer achieve their desired outcomes, and you must do so in a way that creates a positive customer experience. But, you also need to invest the time and effort to ensure that the right people in your account understand your contribution. Don’t take this for granted, and don’t assume. Value not communicated is value not perceived.
November 21st, 2012
Free Benchmarking Report: Be More Thankful for Your Strategic Accounts!
Free Benchmarking Report: Be More Thankful for Your Strategic Accounts!
As we all know, farming additional business is always desirable, but renewing existing business is essential. Planning, developing, and executing an account strategy requires skills and abilities that need to be kept current. As we head into the Thanksgiving break, Richardson is excited to offer you a complimentary report from CSO Insights called Account Management Analysis. Here is some data that you might want to read more about in this report:
August 31st, 2012
Video Blog: Shaping and Creating Sales Opportunities
When thinking about growing an account, it’s helpful to frame the sales opportunities for you to pursue in three selling modes: Respond. Shape. Create. Join Richardson’s SVP, Andrea Grodnitzky in this short video where she looks at the importance of each mode.
July 18th, 2012
Five Life-saving Ideas to Save a Strategic Account at Risk
One of your strategic accounts is at risk. Do you know how to act fast to neutralize the threat before you lose your customer?
In my last post, I discussed the importance of strategic accounts and shared five critical signs that a key account may be in trouble. Here are five of the best strategies we’ve seen work with our customers to preserve at-risk strategic accounts and the essential revenue they generate — before it’s too late.
When you view a key strategic account from your customer’s perspective, you find more ways to help significantly enhance the customer’s performance. Join Richardson’s SVP, Andrea Grodnitzky in this short video where she looks at the importance of linking your solutions to your customer’s goals and objectives and challenging issues. Learn more about Richardson’s sales training solutions at http://www.richardson.com
About Richardson
Richardson: Sales Training & Strategy Execution
Richardson helps leaders prepare their organization to execute sales strategies and achieve business objectives.
We have the expertise and resources to help you scale your initiative quickly and confidently across your entire sales force and supporting functions. With you, we establish sales best practices, evaluate talent, build capability and consistency through world class training, and sustain necessary change. We ensure your solution reflects your unique culture and values, which drives rapid adoption and lasting results.
Richardson’s Selling with Insights™
Richardson’s Selling with Insights™ training program teaches your sales reps advanced preparation techniques and dialogue skills to present insights, challenge the customer’s thinking, add more value, differentiate your solution, and build credibility as a trusted business partner. Click here to learn more!
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Dario F. Priolo
Chief Strategy Officer
Even a great sales strategy will fail without effective execution. It is our mission to provide you with insight and best practices for executing your sales strategy and bringing your sales vision to life. We want to help you understand what you need to know and what you need to do to be successful.
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