What do top performing strategic account managers understand?
How to build a shared vision around the ability to address a compelling business issue and gain the commitment to make change a reality…
Imagine if you could banish “no-decision” from your sales funnel. Just think: More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. What’s standing in your way? The wrong solution, an inadequate business case, inability to get budget? In our experience, the real problem boils down to one thing: an inability to create and build a business vision that propels your customer’s organization to embrace change.
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This article is a reprint from SAMA’s Velocity Magazine
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Holden Advisors is a team of experts in pricing and sales performance.
We help build and protect our clients’ pricing power by leveraging decades of expertise in negotiation, sales strategy, and value-based pricing.
