As account executives, we all compete for business. So, where does that put our primary focus, on the customer or the competition? Most default to the customer and for good reason. Requirements, such as, understanding customer needs, the buying process, company vision, direction, and priorities, mapping out the political infrastructure, and building relationships, just to ... Read More >
We all know how to close business – ask for the order, surface and jump any objections, secure a commitment, and let it be known to others in the account that a decision has been made in your favor to make it more difficult for a competitor to turn the decision around. Then, we ... Read More >
Some lead from the front. When times get challenging, they are there, a part of the action. Often, they have lived it, know and appreciate what needs to be done. Others lead from behind. They read reports and listen to briefings, but do little to inspire and direct. And then there are those who don’t ... Read More >
Everyone has their own selling style. Everyone is on a developmental continuum for improvement. And, everyone has a unique set of personal attributes that define them. But not everyone goes into a sales campaign with the right mindset. You’re standing in a customer’s lobby getting ready for a first meeting relative to a new opportunity. You’ve also done your homework, ... Read More >