Academy Group 34, chief executive mentoring and experiential learning group (with members from the Dorset area) recently heard marketing expert, Phil Jesson (see Phil’s website at www.philjesson.com ) give a very interactive session on “Account Management”.
He identified four main areas to focus on in your sales pipeline:
SUSPECTS: Communicate your message in every format around the 20 words that describe your value. They deliver 80% of the impact
PROSPECTS: Work on the 20% of prospects that deliver 80% of the value – like Nelson did corkscrewing through the French fleet at Trafalgar
CUSTOMERS: 20% bring 80% of the value and 20% bring 80% of the hassle so manage these out
KEY ACCOUNTS: Develop partnerships of good relationships twinned with good understanding of their business. Audit their perceptions; understand their strategy using Strategic Bridges, map the power, develop account plans.
Phil provided Group 34’s best workshop to date! Members comments were ‘Brilliant!’, ‘Excellent’, ‘You are World Class, Phil’.
Can it get better than this?
The Academy for Chief Executives, a leading provider of experiential business learning® facilitates peer groups of CEOs and Managing Directors who meet together every month to network and take full advantage of experiential learning. To hear great speakers like this every month and engage in The Board You Could Never Afford®, to find out more about the Dorset Group, or to find a local group near you, visit www.chiefexecutive.com.