Technology Content Marketing
Selling Higher – Strategic Key Account Management and Selling
Selling Higher – Strategic Key Account Management and Selling 511 350 Contemsa

I came across an interesting article on Harvard Business Review by Lynette Ryais (link) detailing how implementing Key Account Management programmes can be crucial for  strategic selling and thought it would be helpful to share. The article cites that although it can be tough to “demote” accounts, for a programme to have a sense of exclusivity and therefore convey the idea of an ‘elite’ opportunity, only select customers can be deemed a “Key Account”. If we think back to the earlier post this week regarding the Account Categorisation Triangle and how this can have a great positive impact on your account…

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Technology Content Marketing
UK Sales Training in the Technology Sector – What’s not working
UK Sales Training in the Technology Sector – What’s not working 524 350 Contemsa

Sales Training is often short-lived, expensive and forgotten as soon as everyone walks out of the conference room.  They only came for the free lunch anyway. It is also very difficult for generalist sales trainers to have a real impact on your sales force, who are selling extremely complex and strategic solutions to fix difficult customer issues.  The technology sector is like no other sector, and traditional sales training does not work in such a fast-paced and complicated environment. In the technology sector, customer engagements are built on strategic foundations, where the salesperson comes to be perceived as a ‘trusted…

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Technology Content Marketing
Account Categorisation Triangle – How it helps to grow your sales
Account Categorisation Triangle – How it helps to grow your sales 524 350 Contemsa

The earlier posts concerning the process of account categorisation when taking on a new territory or “patch” are all to do with how you can best utilise your time by targeting the right accounts at the right time. In this post, I will explain how to do this by using the Account Categorisation Triangle, showing how you need to critically assess your current customer base (using the Account Categorisation Template in this previous post and downloading the free blank template here), before you can look to transform your customer base. Types of accounts To recap, there are 4 types of accounts:…

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Technology Content Marketing
Categorising Accounts – Selling better to the right people
Categorising Accounts – Selling better to the right people 526 350 Contemsa

When any salesperson takes on a new territory, it is crucial to firstly categorise the accounts in order to effectively target the correct customers, with the correct messaging.  For example, you do not want to be taking a message about how to help customers develop what they have currently with some of your additional add on products – if they have never bought from you before.  This scenario would require a different message that appeals to their situation specifically. Another reason why account categorisation is key is that it shows to your management that you are on top of your…

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Technology Content Marketing
Best UK Startup Podcasts 2013
Best UK Startup Podcasts 2013 525 350 Contemsa

This will be a rolling list that I add to, but I really struggle to find good UK entrepreneur/small business or UK startup podcasts that are relevant to the UK market.  Send me any suggestions if you’ve found any decent ones!   Here is my list so far:   Thinking for Business Success UK – by Go MAD Thinking : https://itunes.apple.com/gb/podcast/thinking-for-business-success/id253188126?mt=2 Monocle 24: The Entrepreneurs : https://itunes.apple.com/gb/podcast/monocle-24-the-entrepreneurs/id474763183?mt=2 Maximise Potential : https://itunes.apple.com/gb/podcast/maximise-your-potential-podcast/id370569025?mt=2 SmallBizPod : https://itunes.apple.com/gb/podcast/smallbizpod-small-business/id73802187?mt=2 Internet Marketing : https://itunes.apple.com/gb/podcast/internet-marketing-insider/id168492891?mt=2

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Technology Content Marketing
Planning your workload – daily scheduler sales tips
Planning your workload – daily scheduler sales tips 525 350 Contemsa

Starting a new sales role can be challenging, frustrating and confusing.  This is because of the nature of acquisition and new business sales where the salesperson is constantly spinning multiple plates to ensure that they have a steady stream of prospects, customers and deals coming through.  Very often, sales staff have a very curvy activity wave with multiple troughs and spikes where the salesperson has a busy run of multiple deals, then a period of latency because they haven’t generated any new prospects during the busy period.  Here at the SalesWay.com, we are going to give you some sales tips to…

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Technology Content Marketing
Categorising Accounts 2 – The Template and how you should use it
Categorising Accounts 2 – The Template and how you should use it 526 350 Contemsa

In the last post, we looked at why it was important to categorise your accounts into Acquire, Develop, Farm and Dismiss.  This is known as territory planning and forms part of your overall Territory Business Plan – in fact, it should be the underlying basis of all of your strategic territory objectives. As a recap, categorising your accounts in a new territory, whether you have 4 or 400 is important for the following reasons: Keeping your current buying customers happy Ensuring that customers who buy a little from you now buy more Remaining on the lookout for new acquisition accounts…

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Technology Content Marketing
Simple Sales Questioning Template – Download the blank template
Simple Sales Questioning Template – Download the blank template 578 350 Contemsa

Here is the blank template for downloading to create and add your own questions.  This template helps you to plan sales calls, meetings and questions.

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