Account Management

One of best pieces of advice I ever received about holding on to important clients and customers was this: During times of uncertainty, approach your business contacts from a different perspective than during so-called “normal” times.

This is a question we often hear from sales leaders, and it’s a topic that we could spend hours, days, or weeks examining in depth. In this brief article, we’ll look at two powerful resources that can keep sales teams (and sales leaders) on track: the KARE profiling system and the Pursuit Navigator tool – both of which were created by Sandler.

In selling to and serving major accounts, we hear a lot about value. Certain buzzwords have emerged around this topic, terms that, more often than not, simply add confusion.

Hope, the saying goes, is not a strategy. Wise words! But are you perhaps relying on hope a bit too much after you and your team lose a major account?

Brian Sullivan, VP of Sandler Enterprise Selling, and Markku Kauppinen discuss: Major Account Buying Teams-Know the Behaviors.

Listen Time: 26 Minutes

Prajwal Gadtaula, Founder of Business Brainz, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at doing enterprise-level account research and pre-call planning. Get the best practices collected from around the world.

Listen Time: 22 Minutes

Sales meetings can help you win more business, but if not handled well they can cost you time in front of prospects. 

Understanding the importance of various accounts helps sellers sort customers and prepare for the next appropriate step in a relationship with the client.

Spend some time in the psychology or self-help section in any bookstore and you'll find hundreds of books written on transforming troubled relationships. Whether husband/wife, parent/child, friend/friend or employer/employee, they dominate the shelves promising THE magical solution to resolving any issue imaginable. If you're in sales, what about the buyer/seller relationship? The same elements that make any relationship thrive also apply to developing and strengthening bonds with our prospects and customers