This document discusses the problem of relying too heavily on key accounts for revenue without proper strategies. It outlines how companies are at risk of losing key accounts and revenue when they do not have: 1) reliable ways to measure relationship strength, 2) cross-selling strategies, or 3) retention plans. The solution presented is an analytics tool called INSIGHTTM that identifies at-risk accounts, openness to cross-selling, and strategies for growth. It provides benchmarks, tailored reports, and drives action plans to maximize key account revenue and relationships.

1. Solving the Key Account
Revenue Problem
A solution from Breakthrough Sales Performance LLC and The
Brookeside Group

2. The Problem
• High percentage of revenue from key or
strategic accounts
• Weak strategies that leave you vulnerable
to loss of revenue
• At risk accounts
1

3. The Problem
• Using unreliable indicators to measure
strength of customer relationship
• Relying too much on the perception of
your key account manager
– “they love us”
– “I have good relationships with the key
people”
2

4. The Cost of the Problem – Losing
Key Account Revenue
• Key account leaves
• No revenue from up selling
• Key account reluctant to accept ‘value’
pitch and price increase
• No referrals
3

5. The ‘money’ relationships:
Trusted Advisors
Technology Industry: Cross Industry:
3.5X Increase 4X Increase
Share of Spending Average Contract Term
27.7
47%
14% 6.8
Transactional Trusted Advisor Transactional Trusted Advisor
Relationship Relationship Relationship Relationship
4

6. Trusted Advisors
Business Services
10-30% Pharma
Trusted Advisor Insurance
Relationships
Technology
Best in class companies enjoy
50-75%
Trusted Advisor Relationships
5

7. The Solution: INSIGHT™
INSIGHT from the Brookeside Group, a web-enabled analytics
solution to maximize revenue from key accounts. INSIGHT identifies
1. Accounts at risk of leaving
2. Accounts that are open to your cross-selling ideas
3. Strategies for retention and growth in key accounts
Access to Online Web Portal Robust Reports with Detailed Tips & Action Plans
6

8. Patented Analytics
Proven attributes that drive Relationship strength that
buyer decision making leads to buying behavior
Trusted Advisor relationships
see you as a strategic partner and
truly loyal.
Predisposed clients are likely to
keep doing business with you.
Transactional clients may be fairly
satisfied, but they are low on loyalty.
Antagonistic relationships are
upset and may be actively looking
at ending the relationship.
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9. Results, Not Just Measurement
Client Survey Analyze Report Action Results
• Targeted • Patented, • Cross-industry • INSIGHT™ data drives action
client proven benchmarks • Forms the foundation for
communicati methodology • Output tailored to your developing strategic account
ons reporting needs plans
• True 1:1 • Briefings with internal • Measurable business results
approach stakeholders on data
interpretation and action
8

10. Dashboard
9

11. Overview
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12. The Brookeside Group, Inc.
• Focus on B2B clients with high value customer relationships
• Operate worldwide serving the Global 1000
– Founded 2003
– Senior team across offices in Boston, New York, and London UK
• Three key parts of our business:
– Consulting – focused revenue growth, sales effectiveness, customer
loyalty and organizational efficiency
TM
– Brookeside INSIGHT – a unique, patented, tool to help B2B
companies analyze and develop better customer relationships
– Training – a full portfolio of award-winning sales and management
training courses to embed organizational change and drive results
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13. Contact us at:
Mark Sellers 614.571.8267
mark@breakthrough-sales.com
• Sales training, coaching and consulting firm with proven
capabilities in:
 Pipeline management
 Key account management
 Deal management
 Talent matching – SalesGenomixTM
• Global clients Danaher, ITW, Whirlpool, Bemis, West
Pharmaceutical, Microchip Technology, DSI, Sartomer,
more
• 614.571.8267 mark@breakthrough-sales.com