If you have been trained in sales techniques, you may find my approach to major accounts counter-intuitive. If you are a sales manager, major account executive or are responsible for high-value client relationships, you may have noticed that subject matter experts are most effective in peer-to-peer discussions, where a defined scope of work has been established. Internal [...]Read the rest of this entry »
Interested in social media and its relevance to business services? I’m investigating its uses in B2B marketing Skype: cmcquaid Twitter: @CatherinMcquaid Bwana on Key Account, Big Game HuntingRead the rest of this entry »
For business services firms, securing ongoing assignments from Fortune 1000-sized companies is a planned growth strategy.
Key account acquisition takes into account the fact that there are multiple stakeholders around any decision to hire a new service provider. Knowing where to invest development efforts within large, complex organizations is made easier by understanding that discretionary budgets are more likely to fund first assignments with new suppliers.Read the rest of this entry »
Acquiring major accounts takes more than a traditional sales process. And it takes more than getting to talk to senior executives because they’re in your “rolodex””. If your firm has never done business with a global brand, to them you are a contender. A critical step in winning a first assignment is understanding that the easiest way to get a [...]Read the rest of this entry »
Smaller firms need major accounts because large companies are more likely to award multiple contracts year after year. However, getting past the barriers in Fortune 1000-sized companies can be daunting and time-consuming. How about doing something counter-intuitive?
Cold-calling senior executives is discouraged in many key account acquisition strategies.