Sales Thought: To Expand your Presence in an accont, Change your “Angle of Attack”

Sales Thought To expand your presence in an account, don’t repeat the same messages and just keep talking to the same people. Change your “Angle of Attack!”

It’s not good enough to focus your attention on the same people over and over again. You have heard the old adage – doing the same things and expecting different results is the definition of insanity.

Once the buyer makes it clear there is “no opportunity” at an account, you should work with your management team to determine if you can afford to walk away from the account. If your leadership deems it necessary to proceed with the account and make additional investment of time, talent and resources, the next set of questions that your organization must ask are:

• “To whom at the account have we recently spoken?”
• “Have we recently talked with any new contacts at this account?”
• “What products or services have we tried to position at the account?”

Leave a Reply

Please log in using one of these methods to post your comment:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s