Business to Business sales activity needs to build relationships that result in profitable business growth.
Account Managers need to understand the buying processes of the accounts they operate in, bringing together processes and people to increase your share of wallet with that client or customer.
Signing an agreement is not enough. That’s when the hard work starts, and that’s when so many account managers and businesses start to relax – happy that they have an agreement in place.
Account Managers need a blend of skills; to win contracts and negotiate agreements and to manage a portfolio of accounts that they deliver sales into your business. To do that they need to be commercially savvy, able to understand and influence the accounts they operate in, take action that generates a greater share of wallet, co-ordinate sales activity to penetrate that account and defend against competitor activity.
At Intelligent Dialogue we work with Account Managers and their line managers to ensure that you are focusing on and operating effectively in accounts you need to gain, retain or grow.