Navigation Links
Sales Momentum Shares Three Common Pitfalls to Avoid When Developing Major Account Sales Strategies

Scottsdale, AZ (PRWEB) November 21, 2013

Sales Momentum shares 3 pitfalls to avoid when developing major account sales strategies from their free white paper in pdf - Mastering Major Account Selling.

The White Paper shares best practices to help major account salespeople craft successful sales strategies. It also covers pitfalls they must avoid, including:

1. Underestimating the importance of information - There is neither the need, nor the time to find out everything about everything all at once. It’s important to get a broad information base about the customer even before your sales process starts and to build upon it early in the sales cycle.

2. Confusing goals and strategy - a good major account strategy focuses on a few pivotal goals and then delineates delineates the challenges, resources, and actions necessary to achieve a favorable outcome – what needs to be done and how are you going to do it.

3.Assuming the future looks like the past - Changes driven by the global market and advances in manufacturing technologies make the past a bad predictor of the future.

According to Janet Spirer, Ph.D., co-founder of Sales Momentum, "In major accounts, one-size-does-not-fit-all is a cornerstone proposition for formulating a winning account strategy. There are no generic customers in major accounts. So there are no winning generic account strategies. Each client is unique and each major account strategy must take that uniqueness into consideration."

"To think and act effectively throughout the entire sales cycle, your sales strategy requires constant updating, according to Richard Ruff, Ph.D. co-founder of Sales Momentum. Success cannot be achieved by filing out a form and periodically checking off key milestones. It requires understanding and reacting to the changes in the account and reviewing the responses to those changes with your sales manager and the rest of the sales team on the account.

About Sales Momentum: For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer – the founders of Sales Momentum – have worked with the Fortune 1000 to design and develop sales training programs that make a difference. By working with companies – such as UPS, Smith & Nephew, Textron, the Center for Creative Leadership, and Robbins & Myers – they have learned that today’s standard for a great sales force significantly differs from yesterday’s picture. Janet and Richard co-authored Mastering Major Account Selling and Parlez-Vous Business. They also publish the sales blog - Sales Training Connection. Richard co-authored Managing Major Account Selling and Getting Partnering Right. The books are available here.

Read the full story at

Source: PRWeb
Copyright©2012 Vocus, Inc.
All rights reserved

Related biology technology :

1. Sales Lead Management Association Voting Continues for “50 Most Influential”; Two Direct Marketing Partners Executives Nominated for 2013 Honors
2. Terascala Closes Additional Funding Based on Strong OEM Sales and Release of ISB
3. Craig Peloquin Joins Glissandra Skin Care as VP of Sales and Marketing
4. How Companies Can Provide Extraordinary New B2B Products with Extraordinary Product Launches - A Sales Momentum White Paper
5. 15 Ways to Improve Your B2B Sales Strategy – A Sales Tip Sheet from Sales Momentum
6. Sigma-Aldrich (NASDAQ: SIAL) Reports Q3 2013 Sales Of $664 Million, Organic Sales Growth Of 5% And Adjusted Diluted EPS Of $1.05. Reaffirms Full Year 2013 Organic Sales Outlook. Narrows Adjusted Diluted EPS Outlook To A New Range Of $4.08 To $4.15
7. Don't Let Your Next Product Launch Fail - Sales Momentum White Paper
8. 10 Laws for Successful Team Selling – A Sales Tip Sheet from the
9. Luke Bradshaw Named CryoScience Global Marketing & Sales Manager for the Americas at Taylor-Wharton
10. Herbal Dietary Supplement Retail Sales Up 5.5% in 2012
11. Sales Momentum and Blue Pacific Sales Training Partner in Exciting New E-Learning Sales Training
Post Your Comments:
(Date:12/1/2015)... ... December 01, 2015 , ... RURO, Inc., a ... system laboratory animal colony management software solution, ezColony®, is now available as a ... resources., , Many organizations are moving to cloud-hosting for ...
(Date:12/1/2015)... ... December 01, 2015 , ... The American ... Dr. J. Kyle Mathews will join fellow surgeons in the shared ... hysterectomy. , An experienced urogynecologist, founder of Plano Urogynecology Associates and Fellow ...
(Date:11/30/2015)... ... 2015 , ... Global Stem Cells Group today ... Santiago Marriott. The Global Stem Cells Group GMP facility is equipped with the ... medical researchers and practitioners, experienced in administering stem cell protocols using highly manipulated ...
(Date:11/30/2015)... ALBANY, N.Y. , Nov. 30, 2015 /PRNewswire-USNewswire/ ... led by assistant chemistry professor Jan Halámek, is ... level.   --> ...   --> ... researchers at UAlbany have discovered a straightforward concept ...
Breaking Biology Technology:
(Date:11/19/2015)... , Nov. 19, 2015  Based on its ... & Sullivan recognizes BIO-key with the 2015 Global Frost ... year, Frost & Sullivan presents this award to the ... catering to the needs of the market it serves. ... line meets and expands on customer base demands, the ...
(Date:11/17/2015)... 17, 2015 Paris ... --> Paris , qui s,est ... DERMALOG, le leader de l,innovation biométrique, a inventé le ... et empreintes sur la même surface de balayage. Jusqu,ici, ... l,autre pour les empreintes digitales. Désormais, un seul scanner ...
(Date:11/12/2015)... CAMBRIDGE, Mass. , Nov. 12, 2015 /PRNewswire/ ... Broad Institute of MIT and Harvard for use ... chemical discovery information management tools. The partnership will ... share both biological and chemical research information internally ... tools will be used for managing the Institute,s ...
Breaking Biology News(10 mins):