Account Management: "Life Is Sales. All The Rest Is Details." Chiara Pizzol - MCVP BD Italy
Account Management: "Life Is Sales. All The Rest Is Details." Chiara Pizzol - MCVP BD Italy
Account Management
Why Account Management?
• To have partnerships that are:
– Long-term,
– Strong
– Enlarge-scale
– Value based
• Credibility & professionalism
Account Management flow
Pre Post
Selling Delivery
selling delivery
Pre
selling
TRANSITIO
Post Selling
N
Post
Delivery
Delivery
Useful Extra Effort
• Set a communication plan (how often are you
communicating?)
• Involve partners in events
• Connect them with other partners during events
• Evolve more people inside the company
• Get more info about the company (try to expand to
• other departments)
• In events, utilize buddies all the time with the partners
To ensure
• Credibility – honouring commitments
• Attitude – willing to go the extra mile (under-promise and
over-deliver)
• Communication – keeping the partner informed and have
the possibility to do regular evaluations and get feedback
• Thorough product knowledge
• Understanding their needs
• Support – never letting partners down
(support them) and engage them (have them
support you)
Let’s practice!
6 groups!
• Case 1: TN takers
• Case 2: partnership based on conferences
• Case 3: free accounting program + online
branding (internal + external)
Tasks:
• timeline
• Communication components
• People involved
• Contracting and invoicing
Thank youuuuuuu!