What does every business care most about at the end of the day?
Your account teams should understand this. More importantly, they need to understand how your prospects and clients generate their revenue.
How well do your account teams understand all sides of your prospects’ and clients’ business?
Here’s a checklist of what they should know:
- Business models
- Distribution channels
- Industry/channel challenges
- Pricing pressures
- Customer lifetime value
- Sales force structure
- Lead generation strategies
- Sales funnels
- Establishing ROI metrics and being accountable
- Production processes
- Prospect/client reputation
Your account teams need a “business-first” focus. Most concentrate on selling marketing “stuff” instead of business solutions.
It’s not their fault. That’s how we’ve trained them.
The good news is they can drive the change within your agency. They just need to be equipped with the knowledge and tools.
We will work with your team so they shift from selling “stuff” to bringing forth solutions; being advocates for measurement and accountability.
Craig has incredible insight into what customers need to hear. This has been invaluable. I am able to pique their interest through strategic suggestions which allows me to stand out from my competition; all through Craig’s guidance.
Joe Warner, President
20/10 Solutions – Philadelphia
We’ll assess your teams’ baseline knowledge and then work with them one-on-one or teams to shift their thinking; giving them practical ways, tools, and mentorship to transform their behaviors. We’ll also review processes and AGI production.
We accomplish this either virtually or on-site. Most often it’s a combination of an initial on-site visit (two-day minimum), followed by virtual engagement via video chat, phone and email.