Key Account Validation

• New projects; fit, timing, requirements
• Identification of Key Stake-Holders;  decision makers, influencers, ratifiers etc.

Account Acquisition

• Action plans to penetrate accounts
• Feedback key requirements to Principals
• Self supporting sales material

Relationship Development

• Face-to Face visits, conference calls etc.
• Anticipation of needs
• Timely follow-up
• Customer  / principal advocate

Business Reporting

• 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