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Thanks, Rick, for a truly superior post. It's very hard to get everyone on board over the long term with an account, especially when it's a complex enterprise account with lots of moving parts and as many problems as opportunities. Buyers also express their desire for sellers (including account team members) who can help them frame and resolve business problems, not just talk about the vendor's own products and services. I appreciate the data and your recommendations.
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Very good post, Bob. Teaching sales leaders how to coach and providing them with meaningful tools to help change specific behaviors rarely happens; sounds like your method is a game changer.
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Jun 23, 2016