2 Minute Drill: Best Practices for Pursuing Large Accounts

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Welcome to The Pursuit Group’s 2 minute drill…a quick hit to get you working toward better marketing and sales performance. Today’s topic: Best practices for pursuing large accounts.

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2 Minute Drill: Best Practices for Pursuing Large Accounts - Presentation Transcript

Best Practices for Pursuing Large Accounts Barry Rosen
A Special Approach Sales Process Large Accounts Regular Accounts
Top Performers: Team
- Multi-discipline/Multi-level team
Top Performers: Research Individual Needs Individual Needs Individual Needs Individual Needs Individual Needs Individual Needs Individual Needs Individual Needs Corporate Peripheral Needs Corporate Peripheral Needs Corporate Peripheral Needs Corporate Peripheral Needs Corporate Core Needs
Top Performers: Solutions
- Use insight to design offering
- “ Solutioneering”
Top Performers: Communication Emotional Decision WIN! Rational Decision