Transforming Key Accounts into Strategic Partnerships
Managing Strategic Accounts™ is a very different kind of key account management and development program because it starts with the customer! The MSA program helps accounts teams deepen their understanding of the customer’s business, and identify areas in which your products and services can create value for the customer and more non-competitive business for your company.
MSA also helps the sales team better understand how the customer perceives them as a supplier through a series of structured interviews. The objective is to look beyond current revenues to identify potential for growth and areas for competitive differentiation in which to create new business.
The outcome of the analysis helps sales teams understand where to focus their efforts to increase customer perception of value, identify white spaces to position new solutions, and broaden customer relationships.
For salespeople, MSA provides a structured way to:
For sales leaders, MSA provides: