CHAPTER 5
Big Deals: Aligning and Motivating Strategic Account Sales
A COUPLE OF YEARS AGO, we met with Robert, the CEO of a major telecommunications company, and his senior sales leaders to talk about their strategic account program. As we sat down, he animatedly described his recent meeting with a potential strategic account customer, a financial services organization in London that represented a global opportunity. Robert’s vice president of sales had asked Robert to attend a meeting with the prospect’s CEO to build the executive connection. The two CEOs hit it off and found some common points in their backgrounds, including the mutual objectives of their businesses. Following the meeting, Robert was confident his company had secured the deal. ...
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