Strategic account growth relies on a customer-centric approach to identifying priority accounts, capturing and analyzing critical information, and developing a strategy to expand and grow existing customer relationships.
Profitability in sales is in question. Customers are more empowered by information and more sensitive to risk. Moreover, an increasing number of buyer side stakeholders means that pricing pressure is compounding. Therefore, more sales professionals need higher-level skills that equip them to navigate the negotiation process.
The modern trusted advisor is a sales professional who participates in strategic conversations with their clients. They are more than an solution provider or a product specialist they are a trusted confidant and insightful partner.
Driving sales alignment requires leaders to push back on outdated individualistic drives. This is a particularly difficult challenge in selling organizations in which internal competition is common. With early, decisive efforts, the sales leader should signal the intent of the merger and the business outcomes to be measured while providing supportive coaching.