The importance of selling strategically is an idea repeated time and time again – the larger and more complex the sale, the louder the advice. However, advising someone to sell strategically is somewhat like suggesting they “sell smart.”
Great advice, but a little vague unless you can provide some specifics about the how to.
Let’s start by examining some of the fundamentals for developing an account strategy – beginning with an actionable definition: An account strategy is a plan of action for getting to the right person, at the right time, with the right message.
When thinking about what it takes in a major account to formulate a winning sales strategy, a good starting point is remembering the buying environment is complex. Many decision-makers and influencers...