Sandler Blog
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One of best pieces of advice I ever received about holding on to important clients and customers was this: During times of uncertainty, approach your business contacts from a different perspective than during so-called “normal” times.
Read MoreThe global pandemic has highlighted the need for sales teams to focus appropriate amounts of selling time, effort, and energy on client retention.
Read MoreEveryone loves a good quiz and the Sandler Research Center has a tricky question for any business leader responsible for customer success or net revenue retention.
Read MoreWhen we experience a crisis, we may be strongly tempted to focus our attention on what was happening during the period that came right before the crisis, the ‘Old Normal.’ We may even be preoccupied with the current impact of the crisis itself. It goes against all tenets of self-preservation to look beyond that immediate time of crisis and instead focus on a plan of action in the future recovery phase.
Read MoreWe must recognize that we are in Major Account management for the long term. It takes time to manage a Major Account and we will only receive a payback on our investment in time if we can await a long-term result.
Read MoreMajor Account management is not comprised of a single act, but a series of actions which link together to produce a powerful, professional and profitable outcome.
Read MoreIn sales, we all bundle our accounts, clients and prospects, into logical groupings to add clarity and understanding to our efforts. We use vertical categories, assembling together our healthcare, consumer products, technology accounts, and others. We also differentiate by geography, adding efficiency in territory management by bundling accounts based on physical locations. Account size also…
Read MoreIn 1906, Italian economist Vilfredo Pareto created a mathematical formula to describe the unequal distribution of wealth in his country, observing that twenty percent of the people owned eighty percent of the wealth. In the late 1940s, Dr. Joseph M. Juran inaccurately attributed the 80/20 Rule to Pareto, calling it Pareto’s Principle. While it…
Read MoreMost selling organizations have many accounts they track in one form or another. All of those clients and prospects typically have designations of some type applied to them in territory and account planning. They are differentiated by size, vertical market, geographic location, commercial vs. public sector, etc. But what do those labels really tell you…
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