Account Management Skills

Sales Skills Test

15 Ways To Gain More Repeat Business

  Don’t you just love it when one of your customers places a follow-up order? How about when you get a call from a customer saying they’d like a repeat of what they got from you before? Nothing compares to […]

How To Oversee, Cultivate & Maintain Your Accounts

  So, you’ve located the prospect, qualified the lead, made the contact, secured the appointment, made the presentation, presented the proposal, asked for the sale and finally closed the business. You now have a customer; that is someone who has […]

8 Reasons Why Companies Lose Customers

  How many customers have you lost in the past year or two? Are you certain of that number? How many have simply stopped buying from you, but you don’t know it? Remember; people don’t stop buying, they just stop […]

How To Develop An Account Management Strategy

  Let’s face it, your customers are your business’s most valuable asset. In simple terms, the more they buy, the more money you’ll make. The thing is, about 20% of your customers will generate about 80% of your revenue. So, […]

Post Sales Follow Up & Managing The Account

  One of the reasons so many sales people have trouble committing to after sales service and follow up is because they cannot see the return on their investment. Many people feel that once the sale is closed and the […]

How To Go From Order Taker To Trusted Advisor

  Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers. And if you can progress through each of […]

What Is Key Account Management?

It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral […]

Key Account Management Strategies

  Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. What are some of the strategies that KAMs should follow that […]

How To Know Your Customer Will Be A Repeat Client?

Unless you’re working with customers who are purely in transactional mode, the holy grail of sales is gaining repeat business. Turning a one-time customer into a loyal client increases revenue, profit and probable recommendations exponentially. So, how can you tell […]

5 Ways To Deal With A Picky Customer

We’ve all had them; those customers for whom nothing you ever do is enough, or everything you do is wrong, or you’re blamed for everything that isn’t your fault. A picky customer is usually like that with every situation. It’s […]

3 Ways To Become Indispensable To Your Customer

When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. But some reasons always seem to float to the top of the list, […]

4 Simple Steps To Build A Strong & Loyal Customer Base

Most of us would agree that it costs considerably more to get a new customer than to maintain a loyal one. So, it follows that customer retention must be a major component of an effective marketing strategy and that’s especially […]

7 Habits Of Highly Successful Key Account Managers

  When we work with Sales People on our Account Management Training open course we are often impressed by their knowledge, skill-sets and attitudes that drive them to success. So that we can share their successful attributes and maybe model their […]

Top Tips For Managing Accounts

  I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need […]

What Great Key Account Managers Do Daily

  Key Account Managers (KAM) are the lifeblood of any organisation wanting to grow and develop their network and a loyal client base. Excellence in the role often comes from natural characteristics, but is also forged through building skills that […]

7 Different Key Account Management Definitions

  So, what exactly is a Key Account? Think about your own organisation for a moment and what you class as a key account.  Is there an easy to follow definition? Does everyone understand what one is? Or are they […]

How To Nurture & Build Client Relationships

Gavin Ingham once said “Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b) renew their contracts. […]

6 Questions To Enhance Your Client Relationships

Many salespeople we talk to are happy to discuss their sales techniques and what they do right with their clients. The topics often drift onto which customers they love dealing with and which they would sell to the devil himself […]

The 3 Main Components That Drive Customer Loyalty

Most companies agree that loyal customers are the lifeblood of their business. Clients who return continuously to restock or re-purchase make it easy for companies to provide service and back-up because the effort needed to ensure satisfaction is minimal. But […]

5 Keys To Become Your Customer’s Trusted Partner

If you’re in any kind of sales position, you really want to make buying and using your products easy and profitable. That’s the real reason why people buy them in the first place; to make their lives or their businesses […]

Understanding Your Customer’s Perspective

Unfortunately, conflict is an unavoidable aspect of the human condition, and is likely to creep into the conversation any time expectations differ. Conflict can raise stress levels and leave long-lasting effects on employee health, decreasing job satisfaction, and increasing absenteeism […]

Ways To Get Your Customer To Commit To The Sale

Closing is seen as the holy grail of any sales interaction. It gets the order, or at least progresses the sale onto the next level. Securing some form of commitment from someone is a great feeling, as you have proved […]

A Plan For Successful KEY Accounts Management

  Closing the sale is one thing. However successfully managing the account is yet another level of selling entirely. In particularly, when dealing with large, major or key accounts; after the sale management is where the actual selling begins. The […]