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Elevation Insights ™ | Customer Intelligence (Strategic Accounts | Key Accounts)
VP Sales Initiated Scenario:
Sales Team Mandate-
I want the team to start focusing more on solutions sales strategies & services for our customers in key accounts, that includes targeting decision makers at various levels (e.g. CEO/CFO, VP, Director etc.). This is important for the following reasons:
Becoming a trusted partner and advisor to our customers
Increasing customer retention
Growing revenue by selling deeply within our customer’s organization (e.g. different business units)
I expect my Sales Managers & Directors to comprehensively research, analyze and develop an action plan and supporting system that addresses customer intelligence, industry trends & pain points/unaddressed opportunities for each of our key/strategic accounts. This customer intelligence process should be part of the account conversion plan for this fiscal year, and should be kept current.
Based on the latest customer information intelligence, I also expect you to develop customized targeting strategies for key decision makers within each of our strategic and key accounts.