VP/General Manager wanted to change orientation of selling organization from territory coverage to major account coverage. He also wanted to eliminate product/service silos and sell across entire company.
Leading Equipment Dealer and Distributor
Critical Path Strategies designed and implemented a customized major account management process that provided a disciplined framework for assessing customer business gaps, aligning to customer initiatives, developing intentional relationships, and planning the most important action required to win major opportunities. Collectively, these decision models helped sales teams quickly and accurately assess opportunities. They also are effective means for documenting and communicating major account strategies and account plans.
- Client secured multi-year, multi-million dollar contract, overcoming $80,000 price difference with competition
- New view of opportunity landscape and unique value proposition resulted in preferred vendor relationship that generates $1 million/year
- Client attained bulk of customer’s business in terms of dollars and units of equipment
- Use of standardized process by customer-facing employees means more effective customer coverage
- Internal collaboration and support creates more leverage with customer
- Tools create ‘shorthand’ that everyone understands