CORPORATE OVERVIEW SERVICES INSIGHT OPPORTUNITIES SPEAKING CONTACT US HOME Top Performers are Made™ CLIENT LOGIN Strategic Accounts Large Account Selling™ Today’s strategic account salesperson may be wrestling with some of the following challenges: Commoditization – Of many products and services traditionally viewed as value-oriented. Increased complexity – More complex buying processes which cloud the differences from one vendor to the next. Emphasis on price versus value – Due to the inability to differentiate, customers end up making more price-based decisions. Accessing executive-level decision-makers – Inability to gain access to c-level executives who have ultimate veto power over the decision. Attack these strategic selling issues head on with Large Account Selling™. Large Account Selling™ is a competency-based approach to developing the key skills required of today’s strategic account executive, including: Latest methods for researching target accounts. Better understanding of how large corporations make decisions. Identification of key decision roles. Importance of account-level strategic planning. Conducting effective customer-meetings. Maintaining access to senior-level decision-makers. Getting credit for the value you are delivering in the relationship. Search: SALES LEADERS Managing for Top Performance – “Moving the Curve” Targeting Real Performance Problems / Sales Effectiveness TOP SALES PERFORMERS Where Do You Rank? View Top Performers’ DNA™ CLICK HERE FOR A COMPREHENSIVE TEAM ASSESSMENT. Copyright © Diamond Performance Solutions™ 2021. All Rights Reserved. Contact Us Notice of Privacy Practices