1. What Value Proposition Do You Bring to Your Sales Accounts?

    What Value Proposition Do You Bring to Your Sales Accounts?

    While working with a major corporation and their key account managers recently, I asked them this question: “What do you bring to your accounts that someone else from your company couldn’t do more effectively, efficiently or at a lower cost?”

    You can imagine the look on their faces. Each one thought they personally were the key to the relationship at the accounts they sold to. I pushed them again on the question and you could see light bulbs turning on around the room.

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