Regularly and systematically meets key contact people within “A” accounts. Sales Best Practice #39

by Dave Kahle

It’s so easy to become complacent and satisfied with our “relational comfort zones.”  

     Those are defined by the people with whom we have developed comfortable relationships, who can be counted upon to see us and spend some time with us.  These people make us feel comfortable. 

     But, in today’s hyper-active market, relying on just existing and comfortable relationships is a prescription for disaster.  People turn over frequently, and positions are eliminated overnight.  Eventually, all those people with whom you have become comfortable will be gone.

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A constant stream of new contacts is necessary nutrient for the professional b2b salesperson to grow his business.  This is nowhere more true than in our A accounts. 

     The average salesperson is comfortable meeting with one or two key contacts in the “A” accounts.  These contacts know us, we know them, and it’s easy to be content with that.  However, the best salespeople understand that if we only have one or two key contacts, we are vulnerable.

     There is always someone else who should know us, someone else who should have a relationship with us and our company.  Sometimes those are people who are up the ladder from our key contact:  Our contact’s boss, and the boss’s boss.  Sometimes those are influential people within each of the departments or operating units of the organization.

     Regardless, the more of them that ... READ THE FULL ARTICLE HERE