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Account Based Marketing

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Recipe for Success in Sales!

Posted by By Kannan_Kasi September 19, 2022Posted inAccount Based Marketing, Aligning with Prospects, Business Hacks, Consultative Selling, Customer Experience, Customer Focus, Customer Relationship, Large Account Management, Marketing, Problem Solving, SaaS, Sales, Sales Process, Success TipsNo Comments
Finding a problem that they aren't aware of.Illuminating them of that problem.Making the prospects come to their own conclusion.Applying no sales pressures.Having a ready-made solution to the problems that they…
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How-to guides & other tips!

Posted by By Kannan_Kasi July 23, 2022Posted inAccount Based Marketing, branding, Business Hacks, Counter Competition, Customer Relationship, Large Account Management, Lead Generation, Marketing, Prospecting, Sales, Sales Call, StrategyNo Comments
You should show up daily! That's how I built relationships with my #customers. I didn't put any sales pressure, ever. Instead, I was sharing something that they didn't know. They…
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Classic negotiation tactic!

Posted by By Kannan_Kasi May 14, 2022Posted inAccount Based Marketing, Closing techniques, Large Account Management, Negotiation, Negotiation, Strategy, Success TipsNo Comments
I had come across this situation many times in Sales. That is the customer saying, "the #deal is on hold". Isn't that a classic negotiation tactic? How do you respond…
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Renewing old relationships!

Posted by By Kannan_Kasi May 13, 2022Posted inAccount Based Marketing, Customer Relationship, Customer Relationship, Large Account Management, Problem Solving, SalesNo Comments
That was a publishing company. They were our customers. But no one had visited them in years. One fine day, I visited them. I was allowed to meet the owner.…
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Account Management Goals!

Posted by By Kannan_Kasi April 13, 2022Posted inAccount Based Marketing, Cold Calling, Consultative Selling, Customer Focus, Customer Relationship, Customer Service, Entrepreneurship, Large Account ManagementNo Comments
I wish, they: Give me heads up first.Champion my cause inside their organization.Really mean what they say. :)Be nice to me [only to me]. and the list goes on… This…
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Customer Relationship matters!

Posted by By Kannan_Kasi April 2, 2022Posted inAccount Based Marketing, Aligning with Prospects, Closing techniques, Consultative Selling, Customer Experience, Customer Focus, Customer Relationship, Customer Service, Large Account Management, Sales Call, Sales ProcessNo Comments
In my first job [Software Sales], I had a very knowledgeable colleague who was too good at opening doors in accounts. Customers were interested in listening to him. The way…
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Customer Profitability

Posted by By Kannan_Kasi March 30, 2022Posted inAccount Based Marketing, Large Account Management, SegmentationNo Comments
"Customer profitability (CP) is the profit the firm makes from serving a customer or customer group over a specified period of time, specifically the difference between the revenues earned from and…
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Buying Signals!

Posted by By Kannan_Kasi March 29, 2022Posted inAccount Based Marketing, Large Account Management, Prospecting, Sales Process, Success TipsNo Comments
Buying Signals are nothing but hints that the customer sends out [knowingly or unknowingly] during the sales process. If we are alert we will be able to catch it. Sometimes,…
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Cold Calling! What to say?

Posted by By Kannan_Kasi February 28, 2022Posted inAccount Based Marketing, Cold Calling, Cold Calling in Sales, Customer Relationship, Large Account Management, Lead Generation, Networking, Prospecting, Sales Call, Social SellingNo Comments
Cold calling is not easy. You have brainstormed with your colleagues. Identified your ICP - Ideal Customer Profile. You have created a target segment based on that. Searched the web,…
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What can we do to make you sign-up?

Posted by By Kannan_Kasi November 10, 2021Posted inAccount Based Marketing, Acquisition, activities, Aligning with Prospects, Counter Competition, Customer Focus, Customer Relationship, Large Account Management, Problem SolvingNo Comments
Seller: "Sir, my boss thinks I am spending too much time on this deal. She says you will not buy from us. What is your advice to me?" If a…
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