5 Elements to Create Large Accounts

 

Large Account Management requires knowledge of where the account is going in relationship to its customers, competitors, industry and the economy.  This knowledge is housed in the heads of the profit-center leader and his or her staff.  So anyone that wants to manage a large account has to get to these leaders on a regular basis and learn issues, concerns, problems or target opportunities these people are thinking about.  The only way these leaders are going to let that happen is if the vendor has established relationships with these C-level and senior executives.

So here’s the guide for large account managers from the leading expert on developing C- Level Relationship Selling, Sam Manfer,  to follow for establishing C-level relationships.