The offers, customer journeys, and pull through strategies needed for each segment. Optimize the mix of offers based on their ability to build intimacy and to financially perform.Account Pathways enable efficiency and de-risk account selling and management. Account Pathways provide account goals, account growth plans, and drive accountability in the Account Leaders.Selling through Intimacy and Ideas is a different type of selling motion: it leads with ideas and guides the customer through decisions (a Journey) needed to undertake significant change. This requires more meaningful interactions and proactively starting new sales cycles founded primarily on substance and less on camaraderie. The goal is to challenge the customer with new ways to address their market realities and their appreciation of this candor.
Constructing Portfolio
Leading Account Journey
Selling
Targeting
Segmenting the Market
Creating Account Pathways
Categorizing Accounts
Building Offers
Professional Services
SIGN UP TO RECEIVE NEWS AND UPDATES.
Reproduction or distribution prohibited without the express written consent of McMann & Ransford.