Industry icon. Thought leader. Master of enterprise-sales Paul Kiewiet joins for a discussion about all things necessary to win at the Big Account level.
Listen in to find out:
– Why “being on the bid list” guarantees you nothing
– The tactical approach, program v. transactional business as entry points
– How large accounts should mimic your financial investment due diligence
This, along with the 3 Questions Every Distributor Should Ask when deciding to pursue accounts of this size will leave you better prepared to approach this part of the marketplace.
So, You’re in Sales? Episode 24 Paul Kiewiet On Hunting Large Accounts
Roger W Burnett 