5 Reasons You Can't Close a Large Account

CatchMoby Strategic Sales

Summary
In this episode, Christopher Windisch discusses the challenges of closing large strategic accounts and provides insights and strategies to overcome them. He emphasizes the importance of mindset, focusing on relationships, personal and engaging engagement, understanding the unique nature of strategic accounts, and the need for support from the organization. He also previews upcoming episodes on storytelling, building customer relationships remotely, and the usefulness of analytics in sales.
Takeaways

• Develop a strategic mindset focused on building relationships and long-term success with large accounts.
• Shift the focus from revenue to building strong relationships with customers.
• Personalize customer engagement and create a customer engagement strategy.
• Educate the organization on the unique nature of strategic accounts and the need for support.
• Upcoming episodes will cover storytelling, building customer relationships remotely, and the usefulness of analytics in sales.

Chapters
00:00 Introduction
01:48 Reason 1: Mindset
05:04 Reason 2: Focus on Relationship
08:21 Reason 3: Personal and Engaging Engagement
12:12 Reason 4: Understanding Strategic Accounts
16:57 Reason 5: Need for Support
34:20 Upcoming Episodes

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Capíttulos

1. Introduction (00:00:00)

2. Reason 1: Mindset (00:01:48)

3. Reason 2: Focus on Relationship (00:05:04)

4. Reason 3: Personal and Engaging Engagement (00:08:21)

5. Reason 4: Understanding Strategic Accounts (00:12:12)

6. Reason 5: Need for Support (00:16:57)

7. Upcoming Episodes (00:32:20)