Every year CSO Insights surveys the sales best practices which are helping organisations out-perform the rest. With over 30,000 respondents to date it has to be the most validated study on the market and the results are always insightful. I have summarised just a few of these valuable insights below and would welcome the opportunity to share the findings with your organisation.
![Picture](/uploads/1/1/8/3/118346974/published/bp1.png?1550033759)
This result rarely surprises me. Year after year organisations struggle to manage their strategic accounts and engaged at the highest level.
Ask yourself:
1. Do your business units operate in silo across a large account?
2. If a top performing Account Manager left your business today would you be concerned about the relationship?
3. Do you have a common language in place to communicate across the organisation about a strategic account?
![Picture](/uploads/1/1/8/3/118346974/published/bp3.png?1550743075)
This result is interesting because all respondents are performing quite well and it points towards marketing efforts producing some solid value propositions and playbooks. However, I would like to challenge this because world class respondents are actually struggling with this. They would question if their sales team is always delivering the message in an insightful way rather than in a scripted manner.
Ask yourself one question:
1. Every time your sellers deliver a value message, is it genuinely tied to the customers needs and their specific concept? Or are we showing up and throwing up?
Ask yourself one question:
1. Every time your sellers deliver a value message, is it genuinely tied to the customers needs and their specific concept? Or are we showing up and throwing up?