Key Account Validation
- New projects; fit, timing, requirements
- Identification of Key Stake-Holders; decision makers, influencers, ratifiers etc.
- Action plans to penetrate accounts
- Feedback key requirements to Principals
- Self supporting sales material
- Face-to Face visits, conference calls etc.
- Anticipation of needs
- Timely follow-up
- Customer / principal advocate
- Sales Funnel reporting metrics
- Account and competition activities
- Other reporting as requested by Principals
Consultative Selling Approach
- Front line technical sales support -free up scarce Principal Engineering resource
- Solve customer’s problem, not force fit a solution