10 Key Practices for
Strategic Account Management

Map the Account
Map the Account - Political alignment and Decision making dynamics
Set the objectives and goals for this Account
Set the objectives and goals for this Account
Pitch the Right offering
Pitch the Right offering
Target the Right person in the Right role
Target the Right person in the Right role
Provide Value in every touch
Provide Value in "every touch"
Build Multiple Relationships in the Account
Build Multiple Relationships in the Account
Build Multiple Relationships in the Account
Monitor Volume and Velocity of your Sales funnel for this Account
Build Multiple Relationships in the Account
Be aware of your competitor's offerings and overtures
Build Multiple Relationships in the Account
Keep a close watch on your time and effort of Account servicing
Focus on improving Customer Lifetime Vale
Focus on improving Customer Lifetime Vale
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