Strategic Account Management: A Leadership Perspective
Posted by Ron Snyder in Account planning | 0 comments
This is a summary of an interview with Victoria Hibbits, VP of Imaging Sales, Government and
Complex Accounts at McKesson.
Victoria Hibbits is the VP of Imaging Sales, Government and Complex Accounts at McKesson. She is
responsible for Government and Key Accounts for Imaging Workflow Solutions. She has played
leadership roles, directing national account and government account efforts at a number of other
medical equipment manufacturers, including Siemens, Acuson, Stentor and Vital Images.
Here is what she had to say about the importance of account management and how to do it
effectively.
7 Strategies for Maximizing Account Planning Success
Posted by Ron Snyder in Account planning | 4 comments
By Ron Snyder and Marty Levy
One of the most important sales battlefields is the account. Winning at an account is more than
winning a deal. In account management, you are seeking to earn a position of trust at your customer
that enables you to grow and build your business over an extended period of time. Maximizing your
share of the dollars your accounts spend in your product/service area is a key driver of sales
success.
The strategy decisions you make that position you to participate in and win an ever-increasing share
of your customer's business are critical. Account managers should choose carefully the strategies
in their key account plan that will yield the maximum results over time.
Account Planning is a Team Sport
Posted by Ron Snyder in Account planning | 0 comments
by Marty Levy
6 Account Management Worst Practices to Avoid
Posted by Ron Snyder in Account planning | 0 comments
What is the worst account management practice you've ever seen?
Given the complexity of selling to large accounts today, it is easy to miss something that will
end up costing you a lot of business. Further, one of the most important elements of account
management is laying a good foundation. Without this, everything else is more difficult if not
impossible!
Poor account management causes the following problems.
- Missing important opportunities to win new business in the account.
- An inefficient sales process that unnecessarily increases sales cycle length.
- Creating unnecessary stalls in the sales process.
- Losing business you could have won.
- Selling at a greater discount than necessary.
Planning for the New Year: Six Fatal Planning Mistakes
Posted by Ron Snyder in Account planning | 0 comments
As published in the Selling Power Blog (October 1, 2012)
As you prepare for success in the new year, here are six common planning mistakes to avoid to
ensure you achieve your goals. Those sales managers engaged in complex, value-based selling
should be especially vigilant to avoid these fatal mistakes. You need a plan to win!
- 1
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