Today I witnessed another example of how the revolution in organisational buying (what we call the buying revolution) is challenging salespeople to their very core. Another Account Review I had the opportunity to sit through an internal account review with a highly experienced and professional sales person earlier today. The review process was structured – [...]
You probably believe that customer satisfaction is very important. However it is becoming increasingly clear that it is not. The problem is that what customers say and how they act with customer satisfaction surveys (although important) being a poor predicator of buying behavior or customer loyalty. So, the pursuit of customer satisfaction as the end [...]
The reality is that organizations are increasingly rigorous in evaluating vendors. Purchasing departments in some cases require that a vendor assessment is completed employing a standard template as follows: Buyers tell us, however, they are rarely asked by suppliers about such evaluation procedures. That means suppliers are making assumptions about how they are being evaluated. [...]
The key activities associated with account management are listed and explained below. Are they being undertaken within your organisation?…
The main difference between account management and account development is the focus on client success. So, the right question is not ’how are we managing the account?’ but ’how are we helping the customer to succeed?’ Account development is a long-term proposition and views relationships as more than the sum of individual contracts or projects. [...]
Most buyers are passing on the pain of budget cuts to their suppliers, they don’t have a choice. However, some suppliers are better insulated against cuts than others, specifically those with whom relationships are strongest, satisfaction is highest and, most important of all; those who are able to quantify their impact on key business drivers. [...]
Here are some of the Common Themes In Conversations with Managers about How the Role of Project Management is Changing: Trend No.1: From Projects to Profit Centres Project budgeting and control has become increasingly sophisticated, backed up by powerful management information systems and tools. More effective on time and within budget tracking of projects is leading [...]
© 2012 Repeat Sales Insights. All Rights Reserved. Contact The ASG Group