You and your sales team are working hard to make sure 2018 will be a banner year. Bonuses, commissions and ranking are all on the line. You have a list of target accounts. Now is the time to schedule account strategy war room sessions so you can reap the rewards this year and beyond. Why? Really big deals (at least 5x your average contract size) take focused time and strategic thought leadership to cultivate and close. Also, your largest customers expect the same level of care and planning to continue to work and grow with your company. Lastly, your competition isn’t standing still. They may be targeting your best accounts as prospects.
What is a war room session? A TOP Line Account™ war room session focuses on specific account opportunities and specific existing account protection and growth. The account team members come together to collaborate on the development of a ‘Strategy Brief’ for each big opportunity and/or large existing customer. Each completed ‘Strategy Brief’ will be unique but most likely include relationship mapping, opportunity assessment, goals, risk evaluation and more. The ‘Strategy Brief’ will chart the roadmap for the team to follow until all the goals have been achieved.
War Room Work Pays Off
Common close ratio: 25%
Add pre-call planning: +20%
Add account strategy war room work: +10 – 20%
Add Win Themes™: +10%
Add competitive blocking: +10%
NEW CLOSE RATIO: 75 – 85%
Selecting the target accounts and getting war room sessions on your calendar is a great first step. Maintain focus, momentum and accountability to the process and you will see results.
Trust the process and you and your account teams will ‘Ring the bell’ with really big TOP Line Account™ wins.
The Perfect Book to Kick Start your Account War Room:
Invest in your executive selling efforts by giving your sellers the book that is guaranteed to enhance their sales performance. The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relationships includes proven strategies to ensure sellers develop long lasting executive access.
The C-suite executive perspectives at the end of each chapter reveal exactly how senior leaders view sales encounters and what would cause them to keep the door open for follow up meetings. Check it out at http://amzn.to/2hdas8J
About Lisa Magnuson:
Lisa Magnuson is an expert in corporate strategic sales and TOP Line Account™ revenue building. As a respected sales consultant and author, Lisa works with clients to build successful strategic sales programs that drive revenue from large new accounts and enable growth from existing high value customers.