We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One of the top needs for growing accounts is a better account planning methodology. As you plan for the new year, be explicit about the support you need from other functional areas. This should include reviewing […]
This planning guide focuses on how to apply solution-centric concepts by providing assessment criteria checklists and models that can be used to evaluate where potential sales and marketing performance gaps exist. It is a workbook with numerous templates and tools intended to help reveal strengths and weaknesses, and enable you to plan practical actions that will make a […]
Major Account Planning (MAP) is a facilitated planning program for sellers/account managers/account teams who are charged with maximizing sales results and customer satisfaction in strategic accounts. MAP enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the […]
The sales profession is always changing, because sellers must constantly adapt to changes in economic, political, cultural, and market forces. As the world changes, so too must salespeople respond. And, those sellers who can align and adapt first are those who can achieve a competitive advantage. What kind of changes can we expect to see […]
On September 14, SPI released a research report entitled “Voice of the Sales Force,” which analyzed the compiled opinions of 565 sales professionals employed in a variety of industries, worldwide – one of the broadest studies of its kind. The survey solicited sellers’ perspectives about what they need to be successful in 2017. The report’s […]
Identify new cross-selling and up-selling opportunities in your accounts by finding ways to add incremental value to your customers’ business initiatives. Download this free analysis tool to help you identify new sales opportunities in an account.
Your company’s most valuable assets are your enterprise accounts. The impact of acquiring, growing, and retaining large enterprise accounts cannot be understated. For many of our clients, a relatively small number of enterprise accounts generate as much as 80 percent or more of total revenues. In recognition of the ever-growing importance of enterprise accounts, we […]