There can be a lot of pressure on account managers to squeeze every last penny out of every opportunity. But longer term, if your customer has legitimate regrets, you won't be doing business with them in the future. How do you successfully balance the need to make a budget with the requirement to also build a long term excellent relationship with your customers based on trust?
- [Neel] My name is Neel, … and I'm a director of sales optimization in New York City, … and the question is … can you share what type of impact technology … has had on your professional career … and how you've managed to use technology … to improve the performance of both you … and the sales organizations you've lead? … (light music) … - [Man] I love this question, Neel, … but I'll probably sound like the older relative … we all have who've said, "You know, when I was younger," … so Neel, let me start off by saying, … you know, when I was younger, (chuckles) … seriously, I look back at what I used … when I first got into sales and oh man, I cringe, … because it feels so primitive. … That's why I always sought out new technology … that could help me become a better salesperson. … As a manager I tried to do this too … for the teams I've worked with. … The advancement in technology have made … all of us better sales professionals. … It's not even debatable in my mind. … Let's look at a few. …
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- Handling objections
- Balancing sales targets and relationships
- Social selling
- Motivating salespeople
- Finding the decision maker
- Staying positive and resilient