7

Moneyball Selling Download

 

7

Account relationship management is the core customer activity.

  • The case for account management as the core customer activity  For those companies that rely on repeat business, account management is critically important. In fact, research shows it is one of the three key attributes of world-class sales organizations. But, we contend account management is the most important thing that a company can do. It can be the cornerstone of all your sales efforts.

    First, understand this: account management is not “Okay Mr./Ms. Sales rep write me a plan to show me how we can grow revenues within the account at least 10% next year.” That’s backward, you must focus your account management on the customer and what their issues and concerns are. Our fundamental belief is this: It is not about what we are selling – it’s about building long-term profitable relationships by understanding how we can add value to our customer’s business.  Read on…

7

Retain customers after a merger or acquisition

  • How to prevent losing sales after a merger or an acquisition.   Mergers and acquisitions happen all the time. It seems always to be the same story about synergy and revenue growth. In fact, McKinsey says that 80% of all mergers state revenue growth as the primary growth. If that’s the case, then why do only 12% actually achieve that goal? My guess is that after the merger executives spend far too much time with analysts, the press, and internal structuring of operations than worrying about customers and the sales force.  That’s what this paper is about… what to do after (and even before) the merger to keep customers happy, keep the sales force happy and keep revenue flowing!    Read more…