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 talked to any new contacts at this account recently?”
• “What products or services have we tried to position at the account?”
Think about these as you are looking at each account. Go Broader and Wider!