How do you know if your strategic account management is healthy? Too often, we fail to measure the critical success factors.
Expanding existing satisfied accounts is much easier than selling to new customers who don’t know us. It is vital that we optimize strategic account management.
Depending on the requirements of your sale, the sales salesperson may only have modest influence and control of the sale. Members of the consulting team or content experts may be the “real salesperson(s)”. This issue is common in complex, high-consideration, and consultative sales. It is vital to align the sales roles in consultative and complex sales.
In my four decades in sales leadership at both large enterprises and early-stage growth companies, and in my subsequent consulting & sales advisory practice, I have witnessed and resolved many poor sales practices. If sales leaders do not diagnose and correct these Deadly Sins of Selling, then accelerated and predictable sales outcomes will be in […]
These practices, if not course-corrected, would lead to zero sales. When they numbered an even ten, they became Sherwin’s 10 Deadly Sins of Sales.
A Revenue Architecture defines the building blocks for Revenue growth. You can think of the Revenue Architecture as a Sales and Marketing Operating Model. It is critical that the revenue architecture is designed and deployed to directly align with the business strategy and business model.
In pursuit of greater margins (by moving to higher value products and services) or greater scale (by moving toward a more standardized products and bigger markets) a businesses will adjust strategy and business models. The diagram below depicts a simple set of axis that firms generally move along in their go-to-market approach.