3 Easy Steps to Key Account Success
Unlock Your Sales Potential with TOP Accounts. Are you ready to take your business to new heights? Your key accounts have the potential to transform your organization, open […]
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Why Win Room Work Pays Off
Unlock the Power of Win Rooms for 5X Victories. Sales VP’s- as you strive for a record-breaking year and watch bonuses, commissions, and rankings hang in the balance, […]
Tips to Win More Frequently
Question: How can Win Themes™ help me win more frequently? Answer: Win themes™ are a great way for sellers to improve their sales conversations. Win themes™ are the intersection of your prospect’s priorities and the strengths of your products or services. Win themes™ should be used to prepare for all presentations and important sales calls. …
A Surefire Way to Improve Close Ratios
Accelerate Your Sales Success: The Power of Pre-Call Prep. Sales VP’s, are you tired of witnessing your sales team squander valuable opportunities by “winging it” during prospect meetings? […]
The Key to Landing Really Big Accounts
Question: You talk a lot about having a ‘strategic mindset’ and approach for TOP Line Accounts™, how is that different from a simple sales approach? Answer: Most sellers recognize that there is a difference between a simple sale and a strategic sale. A strategic sale requires sellers to do all the basics of their normal …
What You Need to Know about Executive Engagement
Developing and closing big contracts is a challenging goal for any B2B Sales VP. However, one key strategy to achieve this objective is by cultivating a strong relationship with your executive sponsor for each of your top prospects. While gaining access to top executives may seem daunting, especially considering their busy schedules and protective entourage, …
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What is a TOP Line Account™?
Question: What is a TOP Line Account™? Answer: I thought that you’d never ask! A ‘TOP Line Account™’ is your biggest and best prospect and/or current customer poised for expansion. Sometimes referred to as a ‘Million Dollar Deal’ (which might be 100K or 10m+ depending on your business); these top opportunities are complex in nature …
Account Based Selling Team Pitfalls
Question: What are the pitfalls associated with strategy planning for a TOP Line Account™? Answer: Over the years I’ve observed the same ‘show stoppers’ over and over again with regards to strategy planning for your largest opportunities or critical customers. They include: A weak team leader Strong start, poor execution over time Prioritizing day-to-day over …