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RESPOND TO AN OPPORTUNITY
DIR By: RogerBrad
Date: February 21, 2018, 12:22 am
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PROVIDE INSIGHT TO CREATE VALUE FOR THE CLIENT’S BUSINESS
Here’s where you need to look beyond the obvious and seek new
win-win opportunities in your client’s business. Developing
strategic accounts works best when the strategic account manager
takes on a consultative selling role and searches for
opportunities to add value for clients by helping them save
money, make money, or manage risk. Speaking in very simple
terms, SAM’s can accomplish this in three ways:
•
comes directly from the client, usually in the form of a
proposal request. In order to act quickly on this kind of
opportunity, the strategic accounts management team must already
be set up to respond quickly.
•
solution is either on the client’s radar or is close to being on
the client’s radar, but executive leadership has not had time to
develop an initiative around the opportunity. For example, a
client company learns it’s breaking into a new market and must
hire 100 sales people in ten different countries. This could be
an opportunity to partner with the client and offer them various
solutions to assist with this effort.
•
overwhelmed by challenges to give innovation and strategic
planning proper attention, the client company values a partner
that can bring them ideas, help them understand their
challenges, and shape solutions that will help them achieve
their goals.
Sellers who strategically manage key accounts shape and create
opportunities within their accounts and benefit by mitigating
competition, reducing price sensitivity, and building deeper and
higher-level relationships in the account.
Tip: Strategic account managers must possess strong business
acumen. These skills can be developed, but many require
specialized training and coaching to become truly authentic,
confident, and effective in the role.
If you want to know more, here's the full article.
HTML [url]http://PROVIDE INSIGHT TO CREATE VALUE FOR THE CLIENT’S
BUSINESS
Here’s where you need to look beyond the obvious and seek new
win-win opportunities in your client’s business. Developing
strategic accounts works best when the strategic account manager
takes on a consultative selling role and searches for
opportunities to add value for clients by helping them save
money, make money, or manage risk. Speaking in very simple
terms, SAM’s can accomplish this in three ways:
•
comes directly from the client, usually in the form of a
proposal request. In order to act quickly on this kind of
opportunity, the strategic accounts management team must already
be set up to respond quickly.
•
solution is either on the client’s radar or is close to being on
the client’s radar, but executive leadership has not had time to
develop an initiative around the opportunity. For example, a
client company learns it’s breaking into a new market and must
hire 100 sales people in ten different countries. This could be
an opportunity to partner with the client and offer them various
solutions to assist with this effort.
•
overwhelmed by challenges to give innovation and strategic
planning proper attention, the client company values a partner
that can bring them ideas, help them understand their
challenges, and shape solutions that will help them achieve
their goals.
Sellers who strategically manage key accounts shape and create
opportunities within their accounts and benefit by mitigating
competition, reducing price sensitivity, and building deeper and
higher-level relationships in the account.
Tip: Strategic account managers must possess strong business
acumen. These skills can be developed, but many require
specialized training and coaching to become truly authentic,
confident, and effective in the role.
If you want to know more, here's the full article.
HTML https://www.richardson.com/sales-resources/strategic-sales-key-account-management-strategy/
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