Building a high-performing sales team isn't just about enriching individual skills; it's about creating a culture of excellence led by visionary leaders. In the dynamic B2B landscape, where customer expectations evolve at lightning speed, the role of the sales manager and leadership becomes more critical than ever.
Customer expectations are at an all-time high – being an order-taker won’t cut it these days. In the same breath, poor customer service in this role will have customers high-tailing it off to a competitor. Customers want a trusted advisor who can walk with them in lock-step as they navigate their business needs. A Key Account Manager (AM) is that person.
A Key AM plays a critical strategic role focused on managing and expanding relationships with a company’s most valuable customers, also known as key accounts. They serve as the primary point of contact and liaison between the company and key clients.
Their core mission is to maximize sales opportunities and revenue growth from these key accounts while ensuring continued loyalty and business – it’s no small feat.
“Selling doesn’t begin until the customer objects.” Sound familiar?
If you were to take a snapshot of the professional services sales landscape, it would look drastically different than it did a decade ago. While technology has undoubtedly streamlined the sales process it has simultaneously created one layer of complexity after another for sales professionals. The result? A more competitive industry with ever-growing customer demands.
Successful sales relationships are built on trust, acceptance, and understanding.
We've all been there - sitting in a coffee shop or at our cubicle, frantically preparing for that first prospect meeting. We're jotting down sales discovery questions, hoping to uncover those crucial needs.
Check out this article recently published by TrainingIndustry.com and written by ASLAN CEO and co-founder Tom Stanfill on how we validate the impact of our training initiatives efforts.
Check out this article recently published by Selling Power and written by ASLAN CEO and co-founder Tom Stanfill on what he's learned from the sales leaders who are consistently on top.
