Generate More Leads with Existing Accounts Through Value and Collaboration

Generate More Leads with Existing Accounts Through Value and Collaboration:

from Blog



Most people think of prospecting as reaching out to people they don’t know, with an over-the-top approach, to interest them in buying something they’re not thinking about. This isn’t the only way to generate more leads.
Prospecting isn’t just a cold activity, and you don’t need a sledgehammer approach to make it work.
Key accounts are typically huge, untapped opportunities for more business, but the outreach tends to look very different.
To generate more leads with key accounts, sellers often use the same tactics they do when cold prospecting. It’s not called “key account sales” just to use fancy words. It’s different.
If you’re selling to a key account, you know them already. And they know you. You’re important to each other. You’ve built trust. That’s a very strong platform. One you should be careful to protect.
At the same time, most realize they can and should be doing more work with their key accounts. Since no one else is going to make sure the client receives maximum business value from their relationship with your company, you must be proactive to make it happen.