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Thoughtful Thursdays – Major account management

Todays Thoughtful Thursdays sales topic the about working with major accounts. Major account plans are more strategic than the typical customer sales plan which tends to be tactical in nature.

The goals go beyond the annual sales budget. They are larger in scope and position your business with your customers business for long term growth. Major account management may cross over sales territories and require the use of internal support. The internal sale becomes more important as a result.

A successful major account manager is truly a consultant and are perceived as working for the customer in the eyes of upper management. They help the customer solve business issues. They know the key people and how the business operates. They meet with top management on a regular basis. The words committed, responsive and accountable come to mind. They contribute to the customers business. They have developed a bond with all levels of their customers staff.

Learn about your customers products and services. Understand the industry they operate within and what affects it. Know and understand their customers. Conduct research to fill in the knowledge gaps. Join the appropriate industry associations and attend their meetings.

Finally, a major account for you will also be a top target for your competitors. Know your competitors approach and be prepared to respond to their strategies and tactics.

Good selling,

Have a question about sales? Contact Sakanashi and Associates Inc. and I will be happy to respond.

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