With lengthening sales cycles, the salesperson is likely to be under pressure once the deal has been signed to move on to close the next opportunity. However, the danger is that those involved in the negotiation have moved on at a time when buyer anticipation and anxiety is at its greatest. Buyers often complain the [...]
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. [...]
Sellers should ditch the old-fashioned notion of loyalty among customers. Loyalty is best left to football supporters and fan clubs. When it comes to winning the next order sellers must expect buyers to make a cold and rational business decision regarding who can deliver the greatest value to their business. Sellers who assume otherwise are [...]
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