Category Archives: strategic account management
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.
Complimentary White Paper – Six Best Practices for Leveraging Strategic Accounts to Consistently Achieve Annual Sales Success
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