Services: Account Based Approaches

• Account Based Approaches *
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If you need to ensure that your existing accounts deliver maximum revenue potential and your sales teams can develop and explore the right relationships to identify your next opportunities then read on...

Think Smart provides a range of Account Based Approaches (ABA) services designed to increase revenue by influencing perception or positioning within an account, increasing your profile and maximising account penetration. Additionally our ABM techniques can identify up- and cross-selling opportunities and support major bid activity.

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Account Based Approaches

Sales and marketing leaders in technology and services companies that have developed ABM/S programmes have reported significant benefit:

• Double digit revenue increases
• Shortened sales cycles
• Greater access to C level executives
• Uncovering of previously unreachable opportunities

Think Smart’s thorough understanding of ABM/S is driven by its people who have been successful practitioners in companies like yours. Our vertical market expertise in almost every market combined with relationships with some of the leading industry analysts and thinkers gives us a capability that you simply won’t find anywhere else.
 
If you already have an established account development plan, we can work with your account teams to deliver programmes designed to improve your position, deepen executive relationships and support specific bid activities.

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If not, we can help you identify and prioritise your key targets and deliver a thorough customer intelligence picture, then plan and execute a sales and marketing programme for each account, monitoring and reporting on the results and working with you to continuously improve ongoing activity.
 

And don’t just take our word for it.

Why not let us come and show you some of our most recent ABM/S work and discuss how we may be able to support your organisation?

 

 

Account Based Approaches sit at the heart of developing sustainable business. We all understand the requirements to:

• Penetrate the account more deeply, understanding more of the target companies’ drivers and objectives
• Position your company against those objectives and enhance the perception of your company’s capabilities
• Up-sell and cross-sell into the accounts
• Build on your account management skills to address new accounts.

Think Smart deliver specific outcomes against each of these requirements to ensure you can maximise your sales revenue:

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• We provide the structure for understanding your base accounts more completely, and deliver the strategy – and the plan – to ensure that you reach every relevant part of the account effectively
• We construct with you the way that your company needs to be perceived and we create a programme to ensure that this positioning is conveyed effectively through all of your communications and collateral
• We form a sales plan to show you what can be up-sold and where there are opportunities to cross-sell – and if needed we can provide the people to implement that plan
• From that we develop new business account strategies that will broaden your client base – giving new accounts reasons and justification for switching to your company
• In short, we give you a coherent understanding of the target accounts, a strategic and tactical plan for business development and then the steps for implementation and the resources to deliver the results.

 

The major outcome is an energised sales force that is focused on your core offerings and the core requirements in your market place – and that have the right relationships in your key accounts making them fully aware of your capabilities and ensuring they are utilising your services to the full.

 

Account Based Approaches

Ensure that your existing accounts deliver maximum revenue and that you can develop and explore the right relationships with new prospects

Account Based Approaches >

 

 

The Stack

Increase your market share in specific sectors, or approach new sectors and ensure success from the start


The Stack >

The Big Picture

Engage your targets quickly, help them to understand your entire portfolio and at the same time identify their specific needs


The Big Picture >