Category: Large Account Management

It was an unusual day. I had four meetings lined up. Three of them were likely to close.

Before I get to that story, let me share some strategies in #AccountBasedMarketing [ABM].

Like the others in our Sales team, I too handled few #largeaccounts & #namedaccounts. We sold software solutions.

When an account didn’t have any projects, I shared #WhitePapers to raise awareness.

If they have identified a problem, I wrote an #ApproachPaper that explains the steps we would take to solve it. It was not a proposal. Nevertheless, it was a fairly detailed document without the commercials & details on the project team.

That was an Engg firm from Latin America. Had operations in Chennai. They were into Adhesives, Sealants & a whole lot of Engg Products.

They were developing a software solution in-house around Oracle Enterprise database.

My company had just then become a partner of Oracle Enterprise Products though we were already partners for the Workgroup series.

Had a meeting with the IT Head. He said they’ve decided & asked me to meet Finance. They were ready to place the order but wanted to pay 100% on delivery.

We had an issue with that. I then met the VP Finance. After several rounds of discussion that day, finally they agreed for 100% advance.

What made it happen was this: My commitment on tech support to their IT team anytime. Picked up that order with 100% adv that evening.

#ABM is all about #Personalization & #Commitments.

#HappySelling #close #deals