Strategic Account Management
"If you don't know where you are going, any road will get you there." Source: Unknown
FACT: When it comes to maximizing your business, running a territory, planning a product launch and/or growing a key account, you will only realize maximum gains through a strategic plan.
Strategic Account Planning — What is it?
- A two-day structured "brainstorming" session involving all parties who have knowledge of the account and the selling situation
- Includes significant customer participation
- Professionally facilitated
- Focused on competitive strategy and supported by The Titan Principle®
- Produces a complete, documented and actionable Account Plan
Several Varieties of the Planning Process
- Named Accounts
- Global Accounts
- Strategic Partners
- Resellers (three versions)
- Joint Marketing Plan
- Major Opportunity Plan
- Reseller Business Plan
- Internal business planning
- International
Bottom Line
- Executive sponsorship
- Customer involvement
- Integration of the sales training process
- Full preparation by all participants
- Action plans with agreement by all parties to execute
- Complete, concise documentation
- A formal review process
What it Means to Sales Management
- Scales from small customers up to Fortune 100 size accounts
- Gives you the competitive advantage
- Promotes strategic selling activities
- An excellent management tool
- Customers and partners assign great value to this planning approach
- Increases sales productivity and revenue
Schedule a strategic planning session with Karr Associates, Inc., or call (201) 666-7599.
