1) Improves
The Sales Organization's Ability
To Increase
The Profitable Sales Growth
Of Their
Active Buying Accounts
2) Establishes
Sales Development Initiatives
For Each
Account Manager
Based On Their Performance
& Individual Development Needs
3) Provides a
Follow-Up System
To Ensure That
Increasingly Higher Levels
Of
Account Management
&
Account Development Skills
Are Being
Achieved and Maintained.
The Costs
Of “Not” Meeting
Your Customer's Needs
For Every
Unhappy Customer That Complains
26 Remain Silent!
The Average
“Wronged” Customer
“Will Tell”
Between 8 and 16 People!
It Costs 5.5 Times More
To “Attract” New Customers
Than It Does to “Retain”
Current Customers
Fail
To Understand & Meet
The Needs Of The Average Customer
And 91% Will Never Do Business With You Again
"Remedy”
Customer Complaints
&
81% Will Continue to Make Purchases
Excuses Are Made For One Reason....
To Justify Poor Performance!
Uncover The Root Causes
Of Weak
Customer Development
Performance
And Repair or Replace
As Necessary
Don’t Allow Your Organization To Assume
You Have A Clear Understanding
Of The Challenges & Difficulties
Facing Your Customers
And How These Challenges
Could Change The Way
They Do Business
- What Are Their Key Business Goals?
- How Do They Perceive Your Company
Can Help Achieve These Goals?
- What Are Their Biggest Challenges?
- What Could Your Company Do To Help Overcome These Challenges?
Insight & Guidance
Provided To Your Customers
Is What Puts Your Value
Above
Your Competitors!
As A Result Of Receiving An Article
That Relates To The Prospect's Business
And Has Nothing To Do With
The Provider's Solutions!
Profitable Business Relationships
Are Built & Developed
by
Human Contact
If They Are Happy
Doing Business With You
What They Like Most
About Doing
Business
With You
What They Would Like
To See You Do Better
But Just To Share
Your Genuine Appreciation
For Their Business
Find Ways To Do Things For Your Customers
That Your Competitors Are Unable To Do
Identify These Areas & Translate Them
Into A Competitive Value Matrix
This Will Clearly Demonstrate
The Added Value Of Your Solutions
And Allow Prospects To Make
A More Educated Decision
Make Sure Your Company
Puts The Same Time, Effort & Resources
Into Developing Existing Customers
As They Invest Into
Acquiring New Customers
Research & Monitor
Your Competitor's Best Practices
&
Product / Service Offerings
Integrate Competitive Ideas
That Will Increase
The Value Of Your offering
(e.g. landing pages)
Set-Up Automated RSS Feeds
That Constantly Monitor & Retrieve
Target Industry News Releases
That Could Benefit
Your Customer’s Business ….
Be The First
To Share This Information
With Your Target Customers
(e.g. website, newsletter, targeted calls)
1. What Products
Have They Purchased?
2. What Complementary Products
Do You Offer?
3. Have You Presented
The Complementary Products?
4. Are They Purchasing
Services As Well?
5. What Products
That They Have Purchased
In The Past,
Are They No Longer Purchasing?
6. Why?
7. How Have Their
Buying Trends Changed?
8. Are They Purchasing
In Greater Volume?
9. Are They Purchasing
With More Frequency?
Why …. Why …. Why
10. Are Orders Being Shipped
To Multiple Facilities?
11. Are There Target Locations
You Are Unaware Of?
12. Are All Facilities
Ordering The Same SKUs?
13. If Not, What's The Reason?
Take 50% Of The Time Your Marketing
and Development Teams Spend
Sharing Their Beliefs About What Customers
Like & Dislike About Your Solutions..
And Have Them Contact
20 Of Your Top 100 Customers
And Ask
“Your Customers”
- What Really Drives Them To Buy
- What New Products & Services Are
They Looking To Buy This Year
- Ask For Their Input On Your Ideas
For Developing New Products and Services
- Invite Them To Test Your New Product Releases
To Discover Ways To Make Them Even Better.
Involving Customers
In Your Development Processes
Not Only Makes Customers
Feel Important
It Reinforces Their Buying Decision!
When Researching Ways
To Add Or Improve
Product & Service Offerings
Go Directly
To Your Customers
& Ask For Their Thoughts
If You Could Name
One New Product or Service
We Could Offer You
That Could Help Your Business
What Would It Be?
Then Reward Your
Salespeople & Customers
For The New
Business Development Ideas
You Receive
The Companies Most Likely
To Buy From You
Are Customers That Have Bought
In The Past
So Run
"Repeat Buyer" Contests
Provide Incentives For Salespeople
To Make Sales
To Active & Inactive Customers
Add A Double Incentive
For The Sale
Of New Products and Services
This Is A Well Proven Process
For Growing Sales, Increasing Profits
And Developing More Customers
Not a Bad ROI!
Consider Allowing Customers
To Test A Newly Proposed
Product or Service
On A Trial Basis
Not Only Will Your Customers Provide
Great Ideas For Improving
New Products & Services
They’ll Take The Mystery
Out Of The Age Old Question
“Why Aren't We Getting More Sales
From The New _________ Program”
Are Those Programs That Provide Customers
with Valuable Incentives
Based On Their Buying Volume,
Frequency and Longevity
- Additional Discounts
- New Services
- Improved Service Levels
Customer Loyalty Programs
Create Powerful Forces
That Keep Customers
Buying!
That Will Distinguish Your Value Offering
From That Of Your Competitors
- Make Them Industry Specific
- Focus On What's New In Each Industry
- Include Competitive Customer Info
- Include What's New With You
- Include A Case Study
Describing How You Have Already Helped
Customers In The Same Industry Overcome
The Challenge Highlighted In The Newsletter
- Being The Knowledge Source For Customers
- Increasing Customer Contact
- Improving Your Perceived Value
- Driving Prospects To Your Website
- Keeping Your Customers Coming Back
Developing A Profitable
Account Management /
Account Development
Solutions
1. Educate Salespeople On The
Importance Of Learning More About
Their Prospects & Customers
2. Develops A User Friendly System
For Your Sales Representatives
To Capture Key Customer Information
3. Provides Incentive For
Your Sales Representatives
To Capture Key Industry News Releases
That Continually Increase The Value Of
Your Customer Offerings
4. Develops A Performance Monitoring System
That Accurately Tracks Each Sales Representatives Account Management & Development Performance
5. Implements Performance Development Meetings
In Which Each Sales Representative’s
Account Development Performance
Is Measured Against Their Assigned
Account Development Goals
6. Identifies Areas In Which
Each Outbound Sales Representative's
Customer Development Performance
Is Not Meeting Agreed Upon Account Management / Account Development Performance Goals
7. Develops Action Plans
That Allow Each Sales Representative
To Improve Their Skills To Where They Meet & Exceed Each Of Their Account Management / Account Development Goals
8. Obtains Agreement
From Each Sales Representative
That Each Account Management /
Account Development Category
In Which They Are Under Performing
Is Important
&
One That They Agree
To Work With You
To Improve
Results In Your Sales Organization’s
Ability
To Achieve & Maintain
Increasingly Higher Levels
Of Profitable
Customer Growth Performance
Buying Trend Analysis
We Begin By Charting The Buying Trends
Of Your Top 100 Active Buying Accounts
This Process Allows You To
1. Identify Changes In Any Active Customer’s
Regular Buying Pattern
2. Monitor The # Of Customers That Have
Increasing As Well As Decreasing Buying Activity
3. Map Out Which Of Your Products & Services
Would Complement The Current Products & Services Being Purchased By Each Account
4. Increase Your Sales, Profits & Customer
Growth Performance
