Often, firms employ a narrow perspective when contemplating opportunity by only considering their current account-base; these firms lack the abilities and tools to penetrate new accounts in a formalized, predictable manner. In many cases, new account acquisition is only a result of the account seeking a lower price or their overall dissatisfaction with your competitor. With a successful program that identify ways to add lasting value and build intimacy in a greenfield account, you can change that dynamic and proactively obtain new accounts.
Benefits: New account acquisition enables you to:
- Fundamentally change growth plans without having to change your product strategy or acquire a new business,
- Get into competitors’ accounts and force competitors to react,
- Create predictable revenue growth,
- Drive sales cycles, and
- Growing market share.
Critical Success Factors:
In order to effectively acquire new accounts, companies must properly segment their markets, select the right solutions, employ a deep understanding of the market, and enable your sales team to work in the executive office.
Account Categorization, Account Mapping, Idea Selling SM, True Solutions SM