Unlocking the Power of Proof of Concepts in Sales: Five Essential Rules for Success Proof of Concepts (POCs) or “Pilots” are an excellent way to break into new accounts or companies. They are also a great way to flank a competitor where you are behind or regain momentum in a stalled… Lon Cunninghis September 18, 2023
Traditional Account Management is Dead Traditional thinking about account management is killing your business. There is a subtle change occurring within the world of account management that has significant implications for your revenue… Bill Wallace August 22, 2023
Four Best Practices for Strategic Account Reviews The principles in this article reflect the real-life story of how a large business unit in a $4b global financial services firm retained and grew 100% of their strategic accounts by expertly… Vince Corica August 07, 2023
Congratulations on Your Promotion to Account CEO The dreaded subject of account planning needs an overhaul. It is looked upon as an administrative task that has very little value for the account team, and generally, not regarded as one of the most… Bill Wallace November 08, 2022
Pipeline Ratios Have Changed – A Step-by-Step Approach to 2021 Sales Planning Happy New Year and welcome to 2021! The COVID-19 crisis continues. Market demand is down. Investment decisions are being made at higher levels. Clients are engaging salespeople later in the buying… Lon Cunninghis January 19, 2021
Why Relationship Mapping a Large Account Might Be Part of the Problem Relationship Mapping is a common practice in accounts and major sales opportunities where you match up your executive contacts with similar level client contacts. Then you can create account coverage… Kevin Doddrell September 15, 2020
Rock Your Thought Leadership Throughout Your Sales Cycle Gamers love the pursuit of extra lives, resources, and special powers. This is the thrill within the thrill of the game. Sounds like selling! Salespeople also love the thrill of acquiring extra… Lon Cunninghis May 28, 2020
The Next 15 Days Despite the severe adversity being endured due to the pandemic, you must persevere and take action to salvage as much of our revenue potential as we can. This is not a time for managers. This is a… Bill Wallace May 19, 2020
Your Solution Isn’t the Solution Most salespeople learn that “solution selling” is the way to win. But what happens when your solution becomes commoditized or there is a better solution on the market? How do you win then? If you… Kevin Doddrell February 19, 2020
Five Considerations for Leveraging Your Executive in a Sales Meeting The most under-leveraged and misused asset in a sales opportunity is the Executive Team. Correctly involving themselves in an account or sales cycle is an art that few Executives have mastered.… Kevin Doddrell August 13, 2019
