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Category Archives: Major Account Managers
15 tips for getting sales strategy right in major accounts
Major account sales people must get sales strategy right to drive revenue. Major accounts are not just big little accounts; they are quantitatively different. So top performers selling to major accounts do not just do what they did when selling to smaller accounts “faster” or “better”. Successful major account salespeople sell differently – starting with crafting sales strategy. Continue reading
Business development in major accounts
Relying strictly on relationship selling for successful no longer wins the day in major account sales. Today major account salespeople must be business-savvy sales consultants who have developed superior sales skills, have a comprehensive knowledge of their customer’s business and the knowledge and political acumen to leverage and orchestrate internal company resources – to both close new business and grow existing business.
To dive deeper into specific skills and competencies deployed by successful, major account salespeople you can download this free ebook and mobile app – Mastering Major Account Selling.
Relying strictly on relationship selling for successful no longer wins the day in major account sales. Today major account salespeople must be business-savvy sales consultants who have developed superior sales skills, have a comprehensive knowledge of their customer’s business and the knowledge and political acumen to leverage and orchestrate internal company resources – to both close new business and grow existing business.
To dive deeper into specific skills and competencies deployed by successful, major account salespeople you can download this free ebook and mobile app – Mastering Major Account Selling.
Continue reading
Key account sales training
Sales training for Key Accounts comes as close as you are going to get to that proposition in the sales training domain. Will this training cost more than traditional sales training – probably, but not that much more? More importantly if you just close one Key Account deal or expand the scope of another, the investment will have paid off. This post talks about how key account sales training should be different and the hallmarks of a successful key account sales training effort. Continue reading
Emerging importance of medical sales key account executives
Changes in U.S. hospitals are not within most people’s definition of average. Taken collectively they are transformational. And, as with any transformational shift, there will be winners and losers – in this case, for both hospitals and health care companies.
One set of changes are driven by hospital economics. Because of rising health care costs, decreasing reimbursements, increasing malpractice suites, and the financial uncertainties of the new national health care legislation, hospitals are aggressively seeking answers for dealing with the financial pressures.
So given these changes, how can a major health care company be in the winning category? There are several possible solutions. This post addresses one used by companies across industries faced with a similar challenge: Put in place Key Account Executives (KAEs) who are responsible and accountable for the entire business development effort for the larger and more diverse set opportunities represented in the “new” hospital or hospital group.
Posted in Health Care Sales Training, Key Account Executives, Major Account Managers, Medical Device Sales Training, Medical Sales Training, Sales Training, Sales Training Best Practices
Tagged health care sales training, health care sales training articles, health care sales training blogs, healthcare sales training, key account managers, major account managers, medical device sales training, medical device sales training blogs, medical devices sales training, medical sales training, medical sales training blogs, sales training articles, sales training blogs
