When you’re in charge of managing accounts, annual renewals loom large on the horizon. This is a perfect time of year to think about how to manage your renewals in the next 12 months.
Category: Managing Accounts
Asking for referrals is necessary but can be tricky. Some salespeople may feel awkward about asking for praise from clients, even though it will help influence new business in the future. There are also times when you may think you can ask for a referral, but it would be in your best interest if you waited.
What got you into sales? For many, it’s the exciting thrill of pursuing, and winning, new business. But salespeople can be overly focused on a shiny new prospect, which can push their previously-won customers to the wayside.
What would you do if you lost your biggest client tomorrow? What have you done lately to ensure that doesn’t happen?
As an account manager, are you wondering where your responsibilities begin and end? The job duties are slightly different from one organization to the next.
Are you doing everything you can to successfully manage your accounts? Great account management can be hard to visualize, especially if you’re trying to differentiate yourself from the customer service reps in your organization..
If you’ve been selling for a while, you probably think you’ve got your pitch and technique nailed. That may be true, but have you suddenly noticed you’re having trouble making quota?
Do you feel like you have control during most of your sales conversations? Controlling the discussion is vital to success, and reps may find themselves faltering if they relinquish that control.
If you had to guess, how many sales reps missed their quotas last year? The answer may surprise you.
Is your mental image of the sales funnel one that is overflowing with new accounts? It’s nice to imagine that all of the business you’ll close this year will be new.
A new year is coming soon, and with it, new sales opportunities. A recent infographic revealed what B2B sellers need to focus on to make it big in 2019.
Breakup emails are a final call-to-action that shows you have noticed the client’s silence and are going to respond appropriately. This is the make-or-break. How will they respond?