Articles Tagged ‘account development’

During the account planning sessions you will have identified potential opportunities but this should actually be an ongoing activity with all priority accounts – even those not big enough to justify formal account planning sessions.

When we are working on our accounts day-in, day-out it is sometimes hard to see the wood from the trees. Taking time out to review important accounts on a periodic basis will help to protect what we have already achieved and maximise the growth potential.

Building accounts take time and focused effort. When you have a number of accounts, it may not be possible to pay the same amount of attention to each of them. Not all accounts will be worth the effort. By prioritising our accounts we can ensure that we maximise the sales we generate from the time [...]

I was recently talking with a business owner who was struggling to sell more to an existing client. He could not understand why the client would not take his calls unless he wanted to buy something. ‘I really want to try and build a relationship but how is that possible if he will not meet [...]