Account managers are required to be pro-active to make good sales. They are required to know anything and everything about their accounts to make the most from them. This lands up as the first learning chapter for the account managers, yet they leave a lot on reactivity and reactions of their leads. Jonathan Tichich suggests the account managers must collect maximum information about the account and should create proactive cadence and address the account's doubts and queries upfront. These efforts call for a combination of understanding the expectations of the accounts and using the CRM tools to satisfactorily stand up to the same.
The proactive account managers focus intensely on revenue commitment from the customers. This is an agreement on the expected spend from the customer's end. This helps the account managers to influence the number ahead of time resulting in expected results for the customers. Jonathan Tichich also proposes that the account managers must gain insight on the future strategic initiative of the prospective and existing accounts. They must prepare their defense well in advance to deliver a justified answer to the customer's expectations. New directions and commitments are also new opportunities for the account managers.
Jonathan Tichich guides the account managers on preparing an evaluative dashboard which provides feedback on the success measurements. This helps keep the managers in sync with the designed road-map and also acts as benchmark for grabbing new opportunities. Already farmed accounts are also required to be managed proactively for retention and loyalty of the customers. Parallel to this, new opportunities should also be on the search radar to build a vast and diverse portfolio of the sales account. Thus, the account manager should be sure of being ahead in the game of reaching for a new opportunity by doing the homework of learning the expectations of the prospect at the earliest. This ensures confident approach towards the leads and quick and smooth closures.
The proactive account managers focus intensely on revenue commitment from the customers. This is an agreement on the expected spend from the customer's end. This helps the account managers to influence the number ahead of time resulting in expected results for the customers. Jonathan Tichich also proposes that the account managers must gain insight on the future strategic initiative of the prospective and existing accounts. They must prepare their defense well in advance to deliver a justified answer to the customer's expectations. New directions and commitments are also new opportunities for the account managers.
Jonathan Tichich guides the account managers on preparing an evaluative dashboard which provides feedback on the success measurements. This helps keep the managers in sync with the designed road-map and also acts as benchmark for grabbing new opportunities. Already farmed accounts are also required to be managed proactively for retention and loyalty of the customers. Parallel to this, new opportunities should also be on the search radar to build a vast and diverse portfolio of the sales account. Thus, the account manager should be sure of being ahead in the game of reaching for a new opportunity by doing the homework of learning the expectations of the prospect at the earliest. This ensures confident approach towards the leads and quick and smooth closures.
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