This is often a missed opportunity. A seasoned veteran is assigned an account and does a great job with relationship management, but has never learned to seek opportunities that haven’t been proposed.
In this day and age, the “gentleman farmer” of account management, who creates a static account plan with a laundry list of items internally focused on your company’s short-term revenue goals, needs to yield to a more dynamic approach.
Holden’s methodology for growing accounts enables sellers to create living account plans built from actionable insight that equally considers your company, your customer and your competition. The result is more collaboration to help your customer and more strategy to defeat your competitors.
We train using seller’s own live accounts to ensure maximum classroom learning and immediate use in their own work life. And once sellers are equipped with new skills and behaviors to win, we shift our focus to enabling repeated use and success of what they’ve learned in the classroom through sales manager coaching and live deal reviews.
High performing sellers not only win accounts, they maximize value for their customers and deliver profits for their own companies. Our selling system has packaged insight from these high performing seller’s behaviors into a full sales development program.