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Large Account Management

Home » Large Account Management

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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Sales pressure & Customer resistance!

Posted by By Kannan_Kasi April 6, 2022Posted inAligning with Prospects, Customer Experience, Customer Relationship, Customer Relationship, Customer Service, Large Account Management, Sales, Sales Methodology, Sales Process, Strategy, Success TipsNo Comments
When I started my career in Sofware Sales, I had a colleague who was good at generating leads but not so good at closing them. His strength & weakness was…
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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 expectations!

Posted by By Kannan_Kasi March 31, 2022Posted inBusiness Hacks, Customer Experience, Customer Service, Large Account Management, Success TipsNo Comments
All of us like to buy. Don’t we? We think the product/service that we are buying: is going to make us a superhero.is going to make us look modern.will make…
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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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Tools in your arsenal help you get clients!

Posted by By Kannan_Kasi January 26, 2022Posted inAligning with Prospects, Consultative Selling, Customer Relationship, ERP, Large Account Management, Problem Solving, Prospecting, Sales Methodology, Strategy, ValueNo Comments
Whether you are in the consulting space or not, you need to have tools in your arsenal if you are planning to signup a large number of clients for your…
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