Sales and Account Development: How to Build Profitable Client Relationships

Account development is the smartest path an organization can take to increase profitability. This approach utilizes existing clients as assets to generate revenue, rather than requiring marketing teams to generate more leads or sales teams to convert more leads. The result is a viable roadmap for long-term growth rather than a short-term surge.

However, like any other business endeavor, internal and external barriers can stymie the success of any account development plan. Recognizing these obstacles upfront gives an organization a chance to sidestep their effects before they can impede effective implementation and execution.

Topics: B2B Sales Strategy

Types of Sales Distribution Models & Capitalizing on Missed Opportunities

The bottom line success of your business hinges on its ability to execute the sales that will generate revenue. Developing a reliable means of reaching clients is a challenge for many sales and marketing managers. The way that you choose to communicate with clients and sell your products or services is reflected in your choice of sales distribution model. Unfortunately, picking the wrong strategy could impact your bottom line, requiring that you re-assess those missed opportunities for the sake of your long-term survival.

Topics: B2B Sales Strategy

Using Project Management for Successful Client Development

It's no longer enough to simply target your chosen customers and hope for the best in this competitive environment. Any B2B enterprise that wants to grow and remain a going concern has likely woken up to the reality that the landscape has shifted. To stay ahead of the competition, you not only need to create distinctive value and experiences for your clients, but you also have to approach everything you do in the most pre-planned way possible. This is where using project management for client development can put you ahead of the curve.

Topics: B2B Sales Strategy