Having spent over 20 years working in strategic accounts in many different emerging industries, I’ve learned much about what makes a profitable strategic account. I would love to tell you that it’s the outstanding strategic thinking sales leader who ensures that key accounts continue to grow and thrive over time….
The first key to building a strong key account program is to invest time to better understand your partner’s business. With over 50% of executive leaders feeling there must be a better way, I thought I’d give you several ideas to help you choose the right clients for key account…
How much do you know about your key clients? How do you create great partnerships with other organizations? Social business, big data, and global competition are challenging the way we’ve done business in past. With all this information available about a potential key client’s business, why aren’t sales professionals able…
What trends are converging in your markets to create the perfect storm for your business development efforts? Will retirements slow your business’ growth?
Perhaps there is no more fundamental ethical value pertinent to trustworthiness than honesty.
On to the third strategy of expansion. The third strategy is on how to get better new clients. By utilizing all three strategies we become market leaders.
How do you increase the average sales transaction for your growing business? It’s funny, we coach clients on the different ways we can grow a client’s business, but fail to apply the same thinking to our own businesses. Before I get any more notes from people saying, “My clients would…
How do you create enough value so that a client pays you seven figures or beyond for coaching them for a year? I chose this amount because of a recent article I saw in Fortune Magazine, The Advice Issue, on stands until November 17. Tony Robbins is on the cover…
I’m reading an interesting book called The E Leader, Reinventing Leadership in a Connected Economy by Robert Hargrove. The book is almost 12 years old, but many of the ideas Robert shared in the book are still important today. If we are going through such rapid change, why is this…
How do you find the next great profit center for your organization? How do certain companies keep reinventing themselves while others fail the test of time? How do they find the right ideas to implement to keep their organization growing and prospering for many years? Here’s how to spot the…