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This guide describes Account Planning in the context of a six step Account Management Process, and covers three important steps
Sales people come in two flavours. There are “deal” sales people and “account manager” sales people.
Arguably, about 90% of sales people have a deal mentality, even those who carry the account manager title.
There is a bigger objective than winning the sale. It is to win the account, to climb the preferred supplier ladder.
When you are a preferred supplier you don’t have to sell to them because they want to buy from you. You can effectively become an “order taker”.
But more importantly, the relationship means that you will be involved in opportunities earlier and be in a position to influence the buyer’s criteria and tender content.
This guide describes Account Planning in the context of a six step Account Management Process, and covers three steps:
This guide describes Account Planning in the context of a six step Account Management Process, and covers three important steps