- 8 Strategic Account Management Roles Every Company Needs to Know About
Ask leaders at companies how much more they believe they could be selling to their strategic accounts and you don’t hear 5%, 10%, or 20%.
It’s usually more like, “We should be selling 2 times…3 times…even more.”
Ask what’s in their way, you’ll often get this answer, “Our strategic account managers just aren’t doing what they need to do to penetrate the account, cross-sell, and keep the competition out so we can truly grow our accounts to their potential.”
The reasons vary why this is the case. But when it comes to the strategic account management team, eight of the reasons are predictable. There are eight distinct roles that must be played for strategic account management initiatives to deliver at peak potential.
Few companies define the roles and play all eight well.
The first step to changing this is to know what these roles are. So here you go.[click to continue...]
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- Prospecting with Old “Friends”: Making Outdated Leads Work
If your firm is like most, you’ve been using CRM software for years now. Name after name, title after title, data point upon data point, you’ve likely stockpiled a huge amount of prospecting information through various lead generation activities. You’ve created countless records and guided each one through your sales pipeline.
What do you do with those records once you can no longer push them forward? Again, if your firm is like most, you probably leave them languishing in your database, perhaps with a sad “lost – chose competitor” or “dead – no budget” tag attached. But these are more than just dead data...[click to continue...]
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- Creating a Culture of Selling with Rainmakers: Part Two
In our last post about building a rainmaking sales culture, we discussed the three areas of organizationally-controlled influences you need to address in order to create the best sales environment in which your sales team can thrive and succeed:
1. Expectations and Feedback
2. Tools and Resources
3. Consequences and Incentives
In this post we will discuss how to make certain you have the best rainmakers and potential rainmakers working in that culture. We’ll look at the three factors that are a part of who is on your team, who can sell, and, just as importantly, who will sell. These 3 factors are...[click to continue...]
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- Creating a Culture of Selling with Rainmakers
There's a hole in the bucket, dear Liza, dear Liza. A hole in the bucket, dear Liza, a hole.
- Harry Belafonte
Here at RAIN Group, our advice to organizations looking to create a culture of sustained, serious selling: Make sure the bucket doesn't have any holes or it won't hold water.[click to continue...]
Time and again we see organizations doing a certain percent of what they need to do to help their teams achieve more sales success and increase sales performance (our favorite, “Can you come in and give a 90-minute speech that will charge up the team for the next 12 months?”), but rarely do they put forth 100% effort. If you're only doing 70% of what you need to do to increase sales performance, you don't get 70% results; you get much less. Like patching a leak in the bottom of a boat, if you don't patch it 100%, it still takes on water.
So if your charge is to create a team of rainmakers, those people responsible for selling who are bringing in three, five, or seven times more revenue than everyone else, make sure you...
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- 7 Reasons Why Sales Training Fails
According to ES Research between 85% and 90% of sales training has no lasting impact after 120 days. At the same time, companies are spending billions of dollars on sales training each year. That’s billions of dollars being wasted on limited sales performance impact and only short-term boosts in sales at best.
Training can be a disappointment right away when it just doesn’t go well, or it can be a disappointment months later when results don’t materialize. Regardless, sales training strikes out a lot. When it does, it’s usually because of common and predictable reasons. But if you can avoid these mistakes, you can set yourself up for a successful training initiative that leads to increased sales performance and long-term revenue growth. Here are 7 reasons why your sales training might be failing...[click to continue...]
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