Overview

Customer Management Strategies are indeed the foundation of how a sales organization is run. The three essential elements of a Customer Management Strategy are:

LEAD GENERATION

Ask Yourself

• Are you frustrated with the top of your sales and marketing funnel?
• Are you looking to get more qualified prospects on your sales teams’ calendars without overpaying for it?

Identify Opportunities You Could and Should Win

• Uncover customer needs and pain
• Build your company’s authority on LinkedIn
• Book appointments with high value clients

PURSUE DEALS 

Ask Yourself

• Do your salespeople drive sales campaigns or do the sales campaigns drive them?
• How comfortable are you with how your salespeople prioritize and spend their time?

Effective Strategic Analysis and Planning

• Track, manage and forecast deals
• Win and lose quickly
• Continuously advance deals in the funnel

GROW RELATIONSHIPS 

Ask Yourself

• Do you collaboratively develop business plans with your strategic accounts or develop plans based on what you can sell them within a set period of time?

Collaborative Planning with the Customer

• Establish high, deep and wide customer relationships
• Value driven plans based on contributions to the customer’s business
• Sound resource allocation and investment