The Top 3 Skills Required to Sell More to Your Major Accounts

Selling to major accounts is not just about selling more expensive products to large buyers. It requires a whole host of upper level skills to maintain, manage and grow these opportunities.

If you are responsible for strategic account planning at your organization, it is critical that you place the right talent in charge of these key customers. Here are the skills your chosen sales expert needs:

1. The ability not just to sell but to share expertise. Major customers look for help in solving their pressing business problems.  They expect their account lead to provide insights and helpful points of view on the challenges that face them.
2. The ability to assemble and manage an expert team of specialists. The account executive needs to be able to marshal whatever company resources are necessary to serve the account and help your client succeed.
3. The ability to manage multiple and moving relationships. The best account executives have a good handle on all the people involved in the deal on the customer side…from those who will actually use the products and services to those will negotiate and authorize the purchase.