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Free On-Demand Webinar - The Value Conversation: How to Grow Your Key Accounts

In our 5 Keys to Maximizing Sales with Existing Accounts report, we shared the ways in which high performers outdo the rest to grow their accounts and achieve their financial goals.

At the top of the list? Providing value.

The more value you provide your accounts, the more willing they'll be to buy, keep buying, and expand their relationship with you.

It sounds easy, but a surprising number of account teams struggle with adding value. In fact, high performers are 2.8x more effective at working collaboratively with key accounts to co-create value in new, innovative ways.

It's not a question of simply cross-selling or up-selling more products and services, but being creative and inventive about finding and presenting to the account those places you can add value.

In this free on-demand webinar, RAIN Group President John Doerr takes you beyond basic account-growth techniques and teaches you how to master value-add conversations that will propel you to success.

You'll learn:

  • How successful account management teams look at value from the account's perspective
  • How to prepare for value conversations with your account
  • How to use insight selling to guide your accounts to seeing the added value you can provide
  • Key questions you can use to help your accounts shift their thinking about the value they will gain from working with you

If you're looking to increase sales and maximize client loyalty, this webinar is a must-see.

Click here to watch the free webinar now.

 

Additional Reading
5 Ways to Create New Business in Your Accounts

What is it that strategic account managers must do to grow their accounts? Surely, most would agree SAMs should be proactively driving strategic sales opportunities rather than simply waiting and reacting to buyer queries. That is to say: to make new sales, SAMs should be prospecting inside their accounts. Yet, in most organizations, this doesn't happen.

[New Research] Benchmark Report on Top Performance in Strategic Account Management

When we studied strategic account management in 2012, 59% of sales leaders believed there was greater than 25% revenue growth potential in their existing accounts.

In a separate, more recent research initiative, we found that the #1 priority for sales leaders in the year ahead is to increase business with existing accounts. We also discovered that Top Performers are nearly 2x more likely to be effective at maximizing sales to their existing accounts.

The Holy Grail of Strategic Account Management

For our Top Performance in Strategic Account Management Benchmark Report, we studied two specific processes for driving value with accounts.

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