Challenge
Plagued with too many "one and done" accounts where you make one sales transaction and move on? Perhaps your issue is more troubling; your competitors are closing business in your key accounts with decision makers you didn't even know existed.
Solution: Key Account Development
We help IT consulting and staffing firms develop and internalize a consistent approach to growing their key accounts. In doing so, we help sales professionals:
Develop account strategies and plans with deliverables and milestones
Align their service offerings around the client's critical business issues and challenges
Map out all executive stakeholders and develop account champions
Identify and understand internal politics and key relationships
Develop a sales opportunity pipeline
Sell to functional business managers and executives