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Sales Momentum Helps Companies Drive Revenue by Getting Major Account Sales Strategy Right
Date:7/24/2013

Scottsdale, AZ (PR WEB) (PRWEB) July 24, 2013

Major accounts are not just big little accounts; they are quantitatively different. So top performers selling to major accounts cannot continue doing “faster” or “better” what they did when selling to smaller accounts. Successful major account salespeople sell differently – starting with crafting sales strategy.

“Unlike many general white papers on sales strategy, this one focuses just on major accounts. It highlights specific business development best practices that work in major accounts," says Dr. Richard Ruff, co-founder of Sales Momentum.

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 develop new business and grow existing accounts.

The white paper Getting Sales Strategy Right in Major Accounts is divided into two sections – strategy formulation and strategy execution. Some highlights of the 15 best practices discussed are:

  •     Recognize that the future doesn’t necessarily look like the past - changes driven by global marketplaces make the past a bad predictor of the future.
  •     Network – know who is playing which role, the relationship between the players, and what they think about you and your competition.
  •     Leverage institutional resources – major account selling is a team sport.
  •     Document good news since it doesn’t document itself – make sure everyone in the buying process knows the good news story. Bad news, unfortunately, documents itself!
  •     Broaden the definit
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