how might key accounts help a sales force working in an IT market? What might someone working in this industry do to improve their key accounts?|||2 days and no answer from anyone, so I thought I鈥檒l take a crack at it.
Q: how might key accounts help a sales force working in an IT market?
A: IMHO the best way to capitalize on having key accounts is to drum up more business using them for case studies, PR, white papers, endorsement, references or anything else you can think of that will give you additional exposure and credibility in the marketplace.
Q. What might someone working in this industry do to improve their key accounts?
A: IT sales to key accounts are relationship based. Find problem and pain points and offer solutions. If you are asking how can you make more money per account, then the answer is simple, dig deeper into customers organization, see if there are other problems for which your IT initiatives might offer a solution.
Bottom line, press on and expand the existing relationship, don鈥檛 let it go stale and expand it within the organization to become the solution person that everyone goes to with their problems, the sales will come.
Good luck!
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