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“Relationship” Selling….

Partners in Excellence

I was listening to a webcast recently and the “new” concept of “Relationship” selling came up. It’s fascinating that after more than a decade of mechanizing our engagement strategies, we are now discovering that, ultimately, selling is all about people working with people.

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What Is Key Account Management?

The 5% Institute

What is key account management? And what is the difference between key account management and sales? Then there is key account management and strategic account management – what is the difference? What Is Key Account Management? So what is key account management?

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Account Management: It’s About Keeping Customers!

SalesPop

Sales most definitely have two sides, and this is also true of account management. If your product requires advertising or salespeople to sell it, it’s not good enough. This is also true of account management. The salesperson, though, is the one who sells the product or service to the buyer. Building Trust.

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The Secret to Account Churn is Not Dedicated Account Managers

Understanding the Sales Force

I do my own weeding and that "hobby" takes up a lot of my free time. If a rep is selling consumables and/or supplies of some kind, they'll continue calling on those customers who buy. But what if they aren't selling consumables? But then what?

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Account Management Must Include Adding Value

SalesPop

It has prioritized lead and opportunity management over account management. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. A vital key to strategic account management is creating value for the customer.

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Key account management strategy: Setting things in motion

PandaDoc

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

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“Why I’m So Interested In Selling,” Bill Butler

Partners in Excellence

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

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