Target Account Selling is a process where you prioritise and focus your sales efforts on a specific group of customers that are more likely to generate the greatest amount of revenue. TAS aims to increase win rates, deal sizes, […]
Ever wondered what truly drives ‘repeat business’ and how to maximise its potential in your sales strategy? Don’t you just love it when one of your customers places a follow-up order? How about when you get a call from […]
So, you’ve located the prospect, qualified the lead, made the contact, secured the appointment, made the presentation, presented the proposal, asked for the sale and finally closed the business. You now have a customer; that is someone who has […]
How many customers have you lost in the past year or two? Are you certain of that number? How many have simply stopped buying from you, but you don’t know it? Remember; people don’t stop buying, they just stop […]
Have you considered how an effective account management strategy can transform your customer relationships into more profitable engagements? Let’s face it, your customers are your business’s most valuable asset. In simple terms, the more they buy, the more money […]
It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral […]
Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. What are some of the strategies that KAMs should follow that […]
Unless you’re working with customers who are purely in transactional mode, the holy grail of sales is gaining repeat business. Turning a one-time customer into a loyal client increases revenue, profit and probable recommendations exponentially. So, how can you tell […]
Most of us would agree that it costs considerably more to get a new customer than to maintain a loyal one. So, it follows that customer retention must be a major component of an effective marketing strategy and that’s especially […]
When we work with Sales People on our Account Management Training open course we are often impressed by their knowledge, skill-sets and attitudes that drive them to success. So that we can share their successful attributes and maybe model their […]
I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need […]
Key Account Managers (KAM) are the lifeblood of any organisation wanting to grow and develop their network and a loyal client base. Excellence in the role often comes from natural characteristics, but is also forged through building skills that […]
So, what exactly is a Key Account? Think about your own organisation for a moment and what you class as a key account. Is there an easy to follow definition? Does everyone understand what one is? Or are they […]
Many salespeople we talk to are happy to discuss their sales techniques and what they do right with their clients. The topics often drift onto which customers they love dealing with and which they would sell to the devil himself […]
Unfortunately, conflict is an unavoidable aspect of the human condition, and is likely to creep into the conversation any time expectations differ. Conflict can raise stress levels and leave long-lasting effects on employee health, decreasing job satisfaction, and increasing absenteeism […]
