Winning major accounts….a serial e-book
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Bwana on Key Account, Big Game Hunting
Some of the best minds on the subject of winning major accounts consider these components rather than sales techniques:
* get into the minds & hearts of senior executives
* avoid being spotted as an amateur
(for the record, amateur in French means “admiring of” or dilettante)
Jill Konrath and Paul Dunay have influenced my thinking and are my heros
Read Full Post | Make a Comment ( None so far )Trying to make contact for the first time with a major account can seem like getting inside a herd. Or a pack. Or a tribe.
Every herd protects itself from intruders. Much ink has been spilled about getting around gatekeepers.
Read Full Post | Make a Comment ( 1 so far )This the big day. You have your binoculars trained on the King of the Jungle because you plan to win a major account and get out of the “feast or famine” cycle of project-based assignments.
The assistant picks up the phone for your pre-arranged call and says “our company is not interested at this time”.
Read Full Post | Make a Comment ( None so far )Reaching senior executives in major accounts takes the skills of a seasoned tracker. The Alpha animal’s job is to keep out intruders.
Although they seldom make decisions on their own, if what you are offering helps them keep shareholders or customers happy, senior executives will refer you to their direct report(s) who are responsible for finding solutions.
Being referred to a member of their [...]
Read Full Post | Make a Comment ( None so far )
