Sales managers often decide to either focus on a handful of strategic accounts, thus reducing sales people’s playground to the bare minimum, or to adopt a volume strategy where the level of activity is supposed to drive performance. Worse, some organizations treat all their accounts the same way. Only does reps seniority vary.
No big account approach: come on lads, a round of BANT for everyone! The success rate is disappointing. Sales people quit and managers are under pressure to meet the double-digit growth target set by the board. Appointing so called managers or knowing your ideal customer profile are not enough to succesfully sell in accounts. Potential and propensity to buy also matter.
Step 1 : strategic accounts segmentation. A good data base and a good dose of comment sense are a prerequisite to kick off the initiative.
Step 2 : the point is to align your organization from lead generation to implementation to better target your key accounts, and sell more and better. Account Based Marketing may not be far away but we can do without.
Key account selling does not happen overnight. The approach consists in better targeting and managing your strategic accounts, but also in better qualifying and managing your opportunities to sell big.
After carefully defining the list of your key accounts based on accounts scoring, our approach is simple : adopt and extend the Target Account Selling culture to your entire organization and make it a prime asset.
We help you target and segment your strategic accounts and adopt the best of the Target Selling method.