8 Great Tips for Launching a Large Account Program

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Thanks for viewing this presentation on 8 Great Tips for Launching a Large Account Program. I’m Barry Rosen, President of The Pursuit Group. Because large accounts tend to be more complex and multi-faceted, and companies that consistently land them often use a different approach than selling to regular accounts. From our work creating large account programs, we’ve found some keys to making them succeed. Here are eight of them.

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8 Great Tips for Launching a Large Account Program - Presentation Transcript

8 Great Tips for Launching a Large Account Program Barry Rosen The Pursuit Group, Inc.
1. Start with the right expectations Opportunity Opportunity Opportunity
2. Make it multi-disciplined Executive Management Marketing Customer Service Engineering IT Sales
3. Clearly communicate team roles
- What you know
- What you don’t know
- How you will get what you don’t know
- How you will use what you get
4. Target specific accounts
- e.g., “Top Ten” list
5. Encourage creativity
- How to connect
- How to gain insight
- Communication
- Solutions
6. Give the team a budget
7. Commit to a schedule
- Regularly scheduled meetings
- Mandatory attendance
- Accountable for tasks between meetings.
8. Plan for the unexpected
- Mobilize for short-term opportunities
E-mail: [email_address] Phone: 866-4-PURSUE Web: www.thepursuitgroup.com Barry Rosen The Pursuit Group, Inc.