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  • Account Management: "Life Is Sales. All The Rest Is Details." Chiara Pizzol - MCVP BD Italy

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    Eugenia Brashovsky
    36 visualizzazioni20 pagine
    Account Management is about long-term partnerships that are: +Long-term, +Strong +Enlarge-scale +Value based Credibility and professionalism. Account Management flow: Pre selling selling during the meeting! Agenda before meeting Detailed flow established Take notes / remember Wrap-up Set next steps 70-30 rule AFTER the meeting! send output of meeting via e-mail new information as a respond to the discovered needs materials customized on the company Confirm next meeting (selling=several interaction points

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    Partnership management

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    Account Management is about long-term partnerships that are: +Long-term, +Strong +Enlarge-scale +Value based Credibility and professionalism. Account Management flow: Pre selling selling during the meeting! Agenda before meeting Detailed flow established Take notes / remember Wrap-up Set next steps 70-30 rule AFTER the meeting! send output of meeting via e-mail new information as a respond to the discovered needs materials customized on the company Confirm next meeting (selling=several interaction points

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    Attribution Non-Commercial (BY-NC)
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    36 visualizzazioni20 pagine

    Account Management: "Life Is Sales. All The Rest Is Details." Chiara Pizzol - MCVP BD Italy

    Caricato da

    Eugenia Brashovsky
    Account Management is about long-term partnerships that are: +Long-term, +Strong +Enlarge-scale +Value based Credibility and professionalism. Account Management flow: Pre selling selling during the meeting! Agenda before meeting Detailed flow established Take notes / remember Wrap-up Set next steps 70-30 rule AFTER the meeting! send output of meeting via e-mail new information as a respond to the discovered needs materials customized on the company Confirm next meeting (selling=several interaction points

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Scarica in formato PPTX, PDF, TXT o leggi online su Scribd
    Segnala contenuti inappropriati
    di 20

    “Life is sales. All the rest is details.

    Chiara Pizzol - MCVP BD Italy

    Account Management
    Why Account Management?
    • To have partnerships that are:
    – Long-term,
    – Strong
    – Enlarge-scale
    – Value based
    • Credibility & professionalism
    Account Management flow

    Pre Post
    Selling Delivery
    selling delivery
    Pre
    selling

    • Market research / targeting


    • Identify company needs
    • Set right expectations
    • DON’T OVER SELL
    Pre DURING the
    Selling meeting!
    selling
    • Effective meeting:
     Agenda before meeting
     Detailed flow established
     Take notes/remember
     Wrap-up
     Set next steps 70-30 rule
    • Don’t OVERSELL!
    Pre AFTER the
    Selling meeting!
    selling
    • Send output of meeting via e-mail
    • new information as a respond to the discovered
    needs (materials, references, best case practice)
    • Materials customized on the company
    • Confirm next meeting (selling=several interaction
    points)
    • Sign contract & formalities 
    Pre
    Selling Delivery
    selling
    • Build delivery plan
    • Have a clear delivery overview
    • Split clear task to account managers (or other
    people involved in delivery)
    • CONSTANT COMMUNICATION
    • Be professional!
    Pre Post
    Selling Delivery
    selling delivery
    • Evaluation report
    • CRM activities (MyAIESEC.net, company folder)
    • Communication (send newsletter)
    • Make sure that important events are
    respected( 8th March, 24th-31st December, birthday)
    Who knows what is
    missing? (for an yearly based partnership)
    Pre Post
    Selling Delivery
    selling delivery
    The final step!
    Which is…?
    Transition!
    Transition
    • History (communication, involvement – conference,
    internships...)
    • Current plan for the account
    • Introduction of the new account manager
    • Evaluation and new expectation setting
    • Experience sharing
    • WORK ON FEEDBACK!
    …so then the flow is:
    Sellling

    TRANSITIO
    Post Selling
    N

    Post
    Delivery
    Delivery
    Useful Extra Effort
    • Set a communication plan (how often are you
    communicating?)
    • Involve partners in events
    • Connect them with other partners during events
    • Evolve more people inside the company
    • Get more info about the company (try to expand to
    • other departments)
    • In events, utilize buddies all the time with the partners
    To ensure
    • Credibility – honouring commitments
    • Attitude – willing to go the extra mile (under-promise and
    over-deliver)
    • Communication – keeping the partner informed and have
    the possibility to do regular evaluations and get feedback
    • Thorough product knowledge
    • Understanding their needs
    • Support – never letting partners down
    (support them) and engage them (have them
    support you)
    Let’s practice!
    6 groups!
    • Case 1: TN takers
    • Case 2: partnership based on conferences
    • Case 3: free accounting program + online
    branding (internal + external)
    Tasks:
    • timeline
    • Communication components
    • People involved
    • Contracting and invoicing
    Thank youuuuuuu!

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