April 15th, 2013
Category Archives: strategic account planning
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:
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.
Complimentary White Paper – Six Best Practices for Leveraging Strategic Accounts to Consistently Achieve Annual Sales Success
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.
July 16th, 2012
Five Signs Your Strategic Accounts Are at Risk
You depend on strategic accounts to deliver critical revenue — are you paying attention for signs that those valuable customers may be at risk?
Some say that strategic accounts follow the 80/20 rule — as in, 20% of an organization’s customers account for 80% of its business. Others calculate that 5% of your customer base provides 50% of your revenue. Regardless of the exact percentage, as a sales leader, you know your strategic accounts are critical to meeting forecasts and exceeding quotas.
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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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