Growing account revenue is the responsibility of the entire team, not just the Account Manager.

Individual team members need to understand their role in the revenue generation process and have the tools necessary for leveraging the impact of their engagement.

Each team member also needs to know how to better understanding individual client motivation to insure the team adds real value to the client. Lack of this information is the general cause of a prospects going radio silent.

Moreover, as product and service offerings become more robust and complex, internal trainings become product focused.  But product knowledge may actually become a deterrent as it shifts the focus away from client problems.  Absent of this awareness client discussions can quickly focus on product attributes and price rather than the overall client value obtained from the solution.  When the client is negotiating price it's too late to discuss client value.

"We are so busy doing what our client asks that we fail to find out why it's really important."

Bill Keadle            |          bill@williamkeadle.com          |            206.409.8600              |         Seattle  Washington