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Tailor the way you sell to maximize the lifetime value of your most strategically important customers. Effective key account management requires a structured approach with targeted sales plays, insightful, collaborative selling and regular evaluation. With this modern best practice learn how to exploit analytics, big data, mobile, and social listening tools to manage your key accounts, understand sophisticated buyer behavior, track purchase patterns and create new opportunities.
Create differentiated, value-centric content to showcase offerings. Design sales plays to facilitate guided selling and drive productivity, transparency and accountability.
For the selected accounts, determine and confirm decision makers, influencers, purchase patterns/processes and buyer behavior.
Customize sales play(s) for the key account using prospect insights.
Improve sales effectiveness and domain expertise of the key account team with on-demand training. Managers monitor progress via secure dashboard.
Execute account campaign using a tailored sales play. Leverage social media as appropriate and monitor digital activity of account decision-makers and influencers.