Engaging Internal Stakeholders in Strategic Accounts Introduction: No one questions the critical importance of effective stakeholder engagement in managing strategic accounts. However, the critical importance of internal stakeholders is often …
You know how valuable your solutions are. You know how they will save your clients time and money and/or help them become more profitable. Unfortunately, Procurement doesn’t! They just want …
We All Want to Be Heroes Your brain is a storyteller. So is mine. The reason is the brain’s primary objective is to keep us alive. In order to do …
The Importance of Quantifying Value As the economy softens, customers become more concerned about the value of each dollar they spend. Consequently, salespeople must be able to demonstrate the value …
As a sales professional, it’s easy to get caught up in the hustle and bustle of meeting quotas and closing deals. But as we enter the new year, it’s important …
What’s wrong with this scenario?: A hot lead comes in through your website. It’s assigned to a sales rep who follows up immediately. A meeting is scheduled, and after the …
There are two often overlooked sources of significant additional revenue. Both come from innovation. The first overlooked source of additional revenue is innovation that comes from your existing customers. Every …
Why have strategic accounts? To many, the immediate answer is “to generate more revenue!“ In their view, it’s a no brainer. If you manage strategic accounts effectively, you will generate …
Decades ago, psychotherapist Thom Hartmann proposed two mental models that described how people go about their work. The hunter mindset, based on nomadic societies, suffered from a short attention span …
6 Attributes of a Successful Key Account Manager Read More »
Do you wish your sales people spent more time with your more important accounts? Most sales leaders are realizing that time invested in certain accounts yields far better returns than …
Whetstone helps chief executives and sales leaders win, keep and grow key accounts.
