If
you have been struggling in a target account with many contacts but no actual deals,
strategic account planning experts suggest that you may be lacking an internal champion. Perhaps you have spread yourself too thin in your effort to build
relationships throughout the organization. Instead you should sit down, draw an
account map of those you know and those you would like to know, and figure out
who could help you the most.
You
need to find someone who would benefit from your solution…someone who has
influence within the organization and who can fill in for you when you are not
involved in closed-door sessions. It should be someone who shares your
philosophy and understands how your solution and approach will benefit the
entire enterprise.
Identify
this potential champion and then find a way to meet them. Use your current
contacts to get a referral. Strategize how you would like to work together and
what’s in it for you both…as well as for both your companies.
Ask
for a helping hand. If you’ve chosen well, you are likely to have a ready and
willing champion.
No comments:
Post a Comment