Tips On Account Management

The Shift Control Sales Podcast

Some thoughts on account management that I wanted to share with you. I often see the roles as being under-developed within organisations and can be a number of reasons for that which I highlight briefly in this episode. Do you have the right people looking after the right accounts? Are you ignoring some potential accounts based on their current value to you rather than their lifetime value? Do your account managers understand the true value that you bring to those relationships? Portfolio selling? Partnerships and collaborations - real and meaningful ones... Have you created a strategic plan for those high value accounts? And finally the sales pitch - do you think your people could do with some more sales training?