Major Account Sales Strategy

A major account sales strategy helps to clarify account activities, give
you a clear picture about your client and lets you clarify your focus
and goals for the year. Try out our free Strategic Planning Template and make sure you understand your client's business buying process.

Sales Strategy for Major Account

Client Profile - Put together a client profile. You will be amazed to
find out how much you do know or how little you know. Once you see
where your gaps are you can use your resources like LinkedIn, the internet,
Check out our list of social networking sites for salespeople. Check out
out Join LinkedIn page for tips and tricks to get the most out of LinkedIn.

  • What aer the Client's Key business objectives?
  • Do you have a copy of the organizational chart or have you put one together?
  • Who are your major competitors and what are their strengths & weaknesses?
  • What are the risks to focusing on this client?
  • What kind of budget do they have for your product or service?
  • Who are the decision makers? Go back to your org chart & see who you have to meet with.
  • What is your client's business buying process?

Account Activities - What account activities will move you closer to
your sales goals?

  • Do some company research - annual report, news releases, gather information on key executives, what industry trends is the client facing, who are their competitors.
  • Be sure to also check their vendor process - contract types, vendor lists, approval process, etc.
  • Client Meetings - Develop an overall approach to each meeting. What information do you need to gather? What influencers do you need to meet?

Having a major account sales strategy is key to closing deals especially big deals. When I first started using this strategic planning template for my Major target accounts, I thought it would be a waste of time. I quickly realized how little I knew about my target account. In the process of filling out this strategic planning template I uncovered additional opportunities.

And since I had taken the time to understand their business buying process I was able to close several deals.

Check out the free template

Right-click to download this PDF template for strategic planning here.

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