Oct 29, 2014 By Matt Close

How to Create Compelling Value With Account Planning [WEBINAR]

in Featured, Sales

Much has been said about the research that buyers are, on average, 57% of the way through their buying process before engaging with a supplier.

But what would happen if you were already selling and engaging with the prospect about their business needs and establishing critical relationships? What if you called them before they called you?

In every large customer account there is absolutely hidden white space where you can sell your existing products to new divisions and sell more solutions to the same business units—identifying gaps and creating value for complete penetration across the account.

We know that the likelihood of winning business in an existing customer is 60-70% compared to 5-20% for new customers (source: Marketing Metrics). Yet when it comes to Account Planning, if we’re being honest, we often treat it as a chore to be avoided. Or addressed once a year and then shelved until the following year.

Creating value is a critical Account Planning strategy you can use to maximize revenue in key accounts.

Useful questions to ask to inform your strategy include:

· Am I engaging with the customer or are they engaging with me?

· Am I calling the customer or are they calling me late in the cycle?

· Am I developing business insights for the customer, or are they calling me after they’ve developed their own point of view?

In a webinar on Nov. 3 at 10 a.m., Matt Close, EVP Sales at the TAS Group, will show how progressive sales organizations are managing the Sales & Marketing Continuum to engage early with the customer, add real value, and put their competitors at the wrong side of the 57%.

You don’t have to be average. Account Planning is the key.

You can register for the webinar here.

About the Author

Matt Close has extensive experience successfully building and leading productive, globally distributed sales organizations. As EVP of Sales at The TAS Group, Matt leads a team of sales professionals across North America and EMEA. Matt and his team thrive on helping progressive sales organizations grow revenue. Predictably.