Whether your organization is large or small, becoming more strategic to your most important accounts is likely a priority. Regardless of where you are on your journey—from departmental selling to enterprise selling to strategic account management—you may be wondering if strategic account management is worth the investment for your company.
The global pandemic has accelerated the movement towards virtual buyer engagement and away from face-to-face engagement. This has resulted in changes in buyer behavior. Many sales as well as customer success leaders are now asking the question: moving forward, will we stick to the new methods of buyer and customer engagement or return to the old ways?
For sales leaders, end of year brings competing demands to finish the current sales year strong while also getting your team ready to start fast next year. At a previous meeting of the Atlanta Sales Leadership Community, sales leaders from FIS, Ernst & Young, and ABB Enterprise Software shared tips to strategically navigate Q4. Keep reading to discover 3 keys to end the year on top and start the new year ahead:
‘This deal is a must win’ – is a term that more and more leaders of commercial organizations will hear or say in Q4. Knowing which deals are ‘must win’ is important, but more important is understanding ‘how’ to win your must win deals. In our work with both the worlds largest technology organizations and many of the fastest growing, we have had the opportunity to work with sales, customer success and account management teams on those critical opportunities through our Must Win Deal Acceleration Program. We have seen first hand what works and what doesn’t. Here are the 3 things that you need to do if you want to win your must win opportunities this year:
The end of a quarter/half year is always a time for reflection – this has never been truer than the end of Q2, 2020. The biggest thing that hit me as I was reviewing the past quarter’s accomplishments was just how much has changed in such a short time. In March, clients were completely uncertain. We were having daily discussions with clients that included questions like:
- Should we reduce our forecast for the quarter to 0? What about the rest of our year?
- We had 3 big events this quarter that were going to drive our leads, what do we do now?
- How do we need to re-think our organization and structure?
- What will we do now that we can’t meet with customers and prospects in person?
Episode 43: Operationalizing Outcome-Based Selling (Panel Discussion) https://is.gd/7NSO6b #chicago #outcomebased #salesleadershipcommunity #valuecreation #valueselling
3 Essentials to Leading #Innovation in Your Organization Through a Culture of Curiosity https://is.gd/2K9936 #leadershipdevelopment #performance