The journey a customer will take, from the time they were a mere prospect, to becoming a customer of ours, is key to our selling success. Despite the hard work in converting prospects to customers, many companies struggle to maintain their customer base, let alone grow the business. This is the “hole in the bucket” scenario where we keep putting in new customers and still find shortfalls in our overall business performance, either due to lost customers in the process or stagnant customer growth, or both. If we are to truly succeed in selling, we must find a balance between converting prospects to customers and maintaining and growing the customer base. Only by being able to “keep, hold and grow” our customer base can we then truly enjoy the long-term success of our selling efforts. Therefore, how do we maintain the business we have gained as well as grow the accounts progressively over time? Besides effective customer servicing, account management strategies will be crucial in defending our customers from the onslaught of the competition as well as enabling increased spend from our existing customer base. In today’s fast-changing environment, we explore insights on how we can use data to craft compelling selling stories to, not only ‘defend’ our customers from the competition but also ‘attack’ new business growth areas within the customer base.
This program is specially designed for major and key accounts that aims to make aggressive inroads to new markets and customers retention through tested major account selling techniques. When done in a holistic approach, you will be able to truly sell, and grow your business confidently.
High Impact Major Account Selling focuses on the following areas: