accountEveryone has to develop new business in their existing accounts and aggressively seek out new accounts.
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STRATEGIC ACCOUNT MANAGEMENT
Strategic Accounts are usually defined by large revenue potential and a collaborative relationship/partnership as opposed to a transactional nature. Customer-supplier partnerships build firewalls to competition while bringing value to both parties. These partnerships are managed centrally, they are often global in scope and managed day-to-day by dispersed virtual teams.
Strategic Account Management is part of Business Exchange, suggested by
Katherine Gotsick.
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News
Recent news on this topic.
Successfully launching a new sales strategy a process requires three things: First, success requires planning,...
For sales success, average sales performance is kaput. This post focuses on why average no longer has a place in a...
In times of dramatic change it is unlikely that a B2B sales force can continue to prosper by simply doing a better job...
In prior blogs we introduced the power of storytelling in sales. While storytelling can stand on its own, incorporating...
In many sales forces there are a fair number of sales people in the double-digits when in comes to years in the...
It’s a unique occasion when we get to step back from the day-to-day of supporting our members’ decisions and reflect on...
Most large companies in the B2B market space have a substantial range of capabilities. Because of the breath and depth...
In most B2B sales both the account executive and the customer are interested in achieving a win/win result because the...
The turbulent economic environment is still impacting operations across most industries (though not McDonald's, it...
Read the best blogs posted during the Fall 2011 in the Sales Training Connection.
Sales conversations are simply more engaging than presentations. Successful sales people incorporate conversation into...
This blog focuses on lead identification in B2B major sales, including thee best practices for lead identification.
Initially the logic of not handling an objection immediately may sound counterintuitive – but when it comes to dealing...
How can sales people differentiate yourself from your competitors? We asked some sales managers to share their advice -...
As sales people continue to get decreasing access to potential customers, lead qualification is growing in importance.
How can sales people differentiate yourself from your competitors? We asked some sales managers to share their advice -...
Initially the logic of not handling an objection immediately may sound counterintuitive – but when it comes to dealing...
This blog focuses on lead identification in B2B major sales, including thee best practices for lead identification.
Sales organizations are looking to improve key account performance, and many are focused on developing the skills of...
Growing your largest accounts isn’t a simple, one-step task. Most organizations spend a great deal of effort agonizing...
Because of the complexity of the negotiation itself and the significance of getting it right, the actual plan for a...
Mark Hunter discusses the idea that the sooner we modify our sales approach to fit the way customers are buying today...
Find out how organisations can achieve real savings – quickly - in their AP function by deploying BizAps SAP add-on...
Medical device sales people are often coached to “talk a little bit less and get better at asking questions.
Top Sources: Strategic Account Management
- saleschallenger.exbdblogs.com
- MarketWatch
- harvardbusiness.com
- salestrainingconnection.com
- cccbuzz.exbdblogs.com
- Globe Investor
- ssonetwork.com
- Reuters
- accounting-financial-tax.com
- The Times
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Jobs in this Topic
Assistant VP for Accounting & Post Award Administration
UT Southwestern Medical Center
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Dallas, TX
Posted: Jan 30
Director of Grant Programs and Philanthropic Ventures
Leadership Recruiters
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Philadelphia, PA
Posted: Feb 7
Associate Director, Partnerships Marketing & Communications
Michael J Fox Foundation
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New York, NY
Posted: Feb 2