In times of economic uncertainty, buying organizations often respond by reducing discretionary funding, raising investment hurdles and adding decision makers to their buying processes — all resulting in increasingly complex sales cycles.
One of the most productive ways to prepare for success in this environment is to emphasize account management skills.
Once reserved for select national and global accounts, account management skills and tactics are now recognized as indispensable for achieving success in any complex sale where multiple sales calls are required, multiple buying centers are targeted, multiple decision makers are involved or when multiple opportunities are present.
Beyond enabling the navigation of these complex sales, account management provides the tools and tactics sales professionals need to alter the way their customers perceive them and to forge long-term, profitable customer relationships.
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