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Selling and account management – take a long term sales view

By andrew on March 11, 2009

With selling and account management it is really important to take the long view. How easy is it to give up on a business account because you feel you’re getting nowhere ? Sometimes you feel it is impossible to build rapport with the key decision-maker.

Even sales people following up a quotation or proposal will try the contact once, but then frequently give up if they don’t get through. This is madness in my view. Given that you’ve put the trouble into preparing a quote for them, the easiest thing is to then keep in touch. They should also be your best opportunities for business in the short term.

If you’ve decided an account is worth pursuing because it meets the necessary criteria, then it is worth pursuing! This means a structured, thought through communication plan. And no this doesn’t mean you need to contact them every day or every week – it has to be what is appropriate. Contact them too much and they’ll start to get irritated. So that is clearly counterproductive. As we’ve now become a published author at the articles base site you can follow this link to read the fuller version of this blog on selling and account management

With selling and account management it is really important to take the long view. How easy is it to give up on a business account because you feel you’re getting nowhere ? Sometimes you feel it is impossible to build rapport with the key decision-maker.

Even sales people following up a quotation or proposal will try the contact once, but then frequently give up if they don’t get through. This is madness in my view. Given that you’ve put the trouble into preparing a quote for them, the easiest thing is to then keep in touch. They should also be your best opportunities for business in the short term.

If you’ve decided an account is worth pursuing because it meets the necessary criteria, then it is worth pursuing! This means a structured, thought through communication plan. And no this doesn’t mean you need to contact them every day or every week – it has to be what is appropriate. Contact them too much and they’ll start to get irritated. So that is clearly counterproductive.

With selling and account management it is really important to take the long view. How easy is it to give up on a business account because you feel you’re getting nowhere ? Sometimes you feel it is impossible to build rapport with the key decision-maker.

Even sales people following up a quotation or proposal will try the contact once, but then frequently give up if they don’t get through. This is madness in my view. Given that you’ve put the trouble into preparing a quote for them, the easiest thing is to then keep in touch. They should also be your best opportunities for business in the short term.

If you’ve decided an account is worth pursuing because it meets the necessary criteria, then it is worth pursuing! This means a structured, thought through communication plan. And no this doesn’t mean you need to contact them every day or every week – it has to be what is appropriate. Contact them too much and they’ll start to get irritated. So that is clearly counterproductive.

With selling and account management it is really important to take the long view. How easy is it to give up on a business account because you feel you’re getting nowhere ? Sometimes you feel it is impossible to build rapport with the key decision-maker.

Even sales people following up a quotation or proposal will try the contact once, but then frequently give up if they don’t get through. This is madness in my view. Given that you’ve put the trouble into preparing a quote for them, the easiest thing is to then keep in touch. They should also be your best opportunities for business in the short term.

If you’ve decided an account is worth pursuing because it meets the necessary criteria, then it is worth pursuing! This means a structured, thought through communication plan. And no this doesn’t mean you need to contact them every day or every week – it has to be what is appropriate. Contact them too much and they’ll start to get irritated. So that is clearly counterproductive. We’ve now become a published author at articles base an online source of many useful and interesting topics. Follow this link to find the fuller version of this blog. http://www.articlesbase.com/training-articles/selling-and-account-management-its-all-about-taking-the-long-view-808465.html 


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