Category Archives: strategic account planning

September 12th, 2014

How to Transition Your People from Taking Orders to Developing Key Accounts Strategically


How to Transition Your People from Taking Orders to Developing Key Accounts Strategically

Without process and metrics, it is difficult to determine if your account managers are taking orders or managing key accounts strategically. It is tempting for salespeople to enjoy the easy money of fulfilling orders and avoid “rocking the boat” to push the customer to do more with you. However, that complacent behavior can backfire quickly if a key contact in an account leaves or changes positions. Forget about growth — your business in the account could evaporate instantly. You can’t take that risk. You need better insight into the account and activity.

Protecting and growing key accounts is essential to the well-being of any organization and is too important to be managed reactively. Account managers are part of a business and need to have both short-term and long-term plans for that business. An account development process provides this type of short-term and long-term planning for your large accounts. Good account plans provide checkpoints; measurable objectives that allow you to see if progress is being made. Equally important are checkpoints that let you spot and correct small problems before they become major issues. Plans often change, but they can provide a place to start.

Some organizations have specialized account managers, and others expect their salespeople to play the role of both hunter and farmer. However, planning is not typically » Continue Reading.

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September 5th, 2014

Why a Collaborative Approach to Account Development Creates Better Outcomes


Why a Collaborative Approach to Account Development Creates Better Outcomes

Ask most people, “What word stands out to you in the phrase ‘Collaborative Account Development?’” Most point to the word “collaborative” — working together. In the case of sales, this is working together, with a client, to meet client needs. However, a tendency of companies is to try and sell by telling the clients what they can do for them rather than by working together as partners to build solutions.

Why should you consider adopting a more collaborative approach to working with large clients? Being collaborative allows you to differentiate your personal brand and create mutual gain for your client’s organization and for your company. As a result, you become known to your client, and within your own company, as a person who can bring real value to both organizations.

Because the business environment in which your clients operate has become more challenging, you need to increase your proficiency in identifying and meeting needs in order to have credibility as a trusted advisor, one who helps the client decide how to buy and doesn’t just sell.

In the current business environment, strong external forces are shaping how companies act and react. Globalization has changed who companies sell to, who they buy from, and where they locate operations. Fewer resources have intensified the search for value at a specific price point. People are less certain and more anxious about their jobs » Continue Reading.

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April 15th, 2013

Communicating Value to Protect & Grow Strategic Accounts – Part 2


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:

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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 CMO, Andrea Grodnitzky in this short video where she looks at the importance of each mode.

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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 18th, 2012

Five Life-saving Ideas to Save a Strategic Account at Risk

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.

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July 16th, 2012

Five Signs Your Strategic Accounts Are at Risk

Strategic Accounts

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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