Networking Skills: 3 Ways to Get to the Real Decision Maker
By Ago Cluytens


We've all been there.

Someone reaches out to you. They're enthusiastic. Ask for information. Want to talk to you on the phone. Ask for a proposal. Tell you they're "genuinely interested" in what you're offering. And "need something concrete to discuss in a meeting that's coming up."

And then...nothing.

The sale doesn't move forward. No decision is made. No further action from your side required. And "they'll be back in touch when they know more."

Here's the thing: sometimes the people we start talking to are not the people we should be talking to. Sellers I speak with often talk about the need to develop their networking skills to "go around someone and get to the real decision maker."

[click to continue...]
0 Comments Topics:
What is Key Account Management?
By Mike Schultz

key account management definition

"You keep using that word. I do not think it
means what you think it means."

– Inigo Montoya

People at large companies bandy about the terms "key account management" and "strategic account management" in conversation every day.

Ask 10 people to define what these are, or to tell you what the criteria are for an account to be named a "key" account, and you’re likely to get 10 very different answers.

When companies lack an effective and universally understood definition of key account management, their success is hampered from the start. If you can’t define something, it’s difficult to develop a strategy around it...

[click to continue...]
0 Comments Topics:
7 Steps to a Successful Sales Meeting When the Seller Drives the Demand
By Mike Schultz

sales meeting

You finally got the meeting!

Now what?

While getting a buyer to say "yes" to an initial sales meeting is a battle in and of itself, much success is determined by what happens in that first meeting. There are many mistakes to avoid, especially when you’re the one setting the meeting and driving the demand for your offerings.

At the very core, meetings set by you—the seller—flow differently than if the buyer contacted you and asked you to meet. After all, if you set the meeting, odds are the product, service, or solution you’re trying to sell isn’t on the buyer’s radar screen. You’re trying to persuade a buyer to put something on their agenda that they hadn’t otherwise been considering.

You need connect. You need to inspire. And you need to drive action...

[click to continue...]
2 Comments Topics:
The Foundation of the Most Effective Sales Training
By Erica Stritch

cross-selling success

According to research from Aberdeen Group, best-in-class companies—those that outperform others on a variety of sales factors, including quota attainment, shrinking the sales cycle, and growing the average deal size:

  • Provide structured sales training with a formal methodology (58% of best-in-class companies compared to 37% of laggards)1
  • Outpace laggards by nearly two-times in providing post-training reinforcement.2
  • Are much more likely to provide licensable content from an external provider (59% compared to 38% of laggards)
  • Provide third-party customized coaching (40% compared to 28% of laggards)

Up until now, these capabilities were really only accessible to big companies with millions of dollars to build programs, set up sophisticated technologies, and have the staff and resources to implement and improve...

[click to continue...]
2 Comments Topics:
5 Keys to Cross-Selling Success
By John Doerr

cross-selling success

Bringing in new customers is expensive. According to research by Fred Reichheld of Bain & Company, it costs 6 to 7x more to acquire a new customer than it does to retain an existing customer.

In our own work, we regularly find companies have significant untapped opportunity for growing accounts.

Yet cross-selling, up-selling, and growing accounts is a major challenge companies face.

In our research, The Benchmark Report on High Performance in Strategic Account Management, we looked at what high performers in strategic account management do differently than the rest to grow accounts. These 5 keys show the starkest difference and have the greatest impact on cross-selling success...

[click to continue...]
1 Comment Topics: