Category Archives: Strategic Account Management

September 3rd, 2014

Value Strategy: The Foundation of Collaborative Account Development

value-strategy

Value Strategy: The Foundation of Collaborative Account Development

Sales people must fully understand a client’s industry and business in order to bring real value to the client. This brings something into play called the value strategy, the way to gain this understanding. Value strategy is a plan of action designed to identify, generate, communicate and deliver the value that your company brings to the client.

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April 12th, 2013

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.

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August 22nd, 2012

Complimentary White Paper – Six Best Practices for Leveraging Strategic Accounts

Strategic Accounts

Complimentary White Paper – Six Best Practices for Leveraging Strategic Accounts to Consistently Achieve Annual Sales Success

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July 9th, 2012

Video Blog: Collaborative Account Development – A Functional Focus

Collaborative Account Development

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

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