From Prospect to Partnership: 6-Step Guide to Winning Over Executives It’s an age-old saying that people buy from people. More people buy from people they trust – but most importantly, they buy from people they trust and whom they like. One statistic remains true after… Ian Ramsbottom February 20, 2024
Time for Rekindling: Effective Strategies to Spark Dormant Deals By my rules, you are being ghosted after three days of silence from a client. Yet, as any experienced salesperson knows, the reasons behind responsiveness can be as varied as the clients themselves.… Ray Baker December 05, 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
Setting Yourself Up for Success in a New Sales Role If you are not in a new sales role, you can benefit from this article too! In my many years of engaging global sales teams, I am now seeing the most fluid market of sales talent I have ever seen.… Kevin Doddrell April 12, 2022
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
The Hidden Danger Inside Your Account Base Is a hidden danger lurking inside your Account base? Instead of having a competitive advantage as an incumbent, you may have a competitive liability! As leaders, we often recognize success and… Bill Wallace November 21, 2019
Every Winning Strategy Needs Countertactics When it comes to employing competitive strategy in key deals, many salespeople only do half the job. Besides executing a winning offense, you must also execute a winning defense by employing… Lon Cunninghis July 14, 2017
The Hitlist Creating new opportunities within accounts may seem daunting. The fact is, it is relatively simple; it’s all about developing and sharing ideas with your contacts while helping their business and… Bill Wallace July 10, 2017
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