Strategic Planning for Key Accounts
Strategic Planning for Key Accounts
Virtual Selling Tips related to Vital Selling Regimens by Don Buttrey, President of Sales Professional Training, Inc. In this week’s guest blog, Don shares with us some strategic planning for taking care of key accounts.
Dealing with market potential becomes a challenge in the virtual world as well. Using data and information is critical. Your business systems can help you here. Take advantage of these condition and circumstances to become much smarter on how you manage you time and business.
Strategic Planning for Key Accounts
- Focus primarily on accounts that are less impacted by the pandemic to assure quicker results in these accounts that already have a long selling cycle.
- However, it may be wise to pick at least one or two strategic accounts where business may be stalled short-term –but that have significant long-term potential. Now is an ideal time to do the legwork and create a path for future business. Now is a chance to build trust and solidify relationships. (whereas before, they had little or no time to spend with you.) Giving them time and offering creative ways to prepare for future growth now, proves that you are not just a partner in the good times. Show them that you are focused on their business in good and bad times – instead of just taking orders selfishly and forgetting about them! In difficult economies, focus on expanding influence and growing your market share. When it picks up again – you are well positioned!