Awkward Reality #549

Key account managers have a HARD job.

Key account managers have a HARD job: Members of the customer buying team are… HIDDEN (the person saying “no” may be completely unknown), ABUNDANT (on average, 5.4 people are involved in B2B buying decisions), RELUCTANT (stakeholders believe they’re “too busy to meet with a salesperson”), and DISAGREEING (they have different perspectives on what is needed). To overcome this, try Key Account Blueprinting… New Product Blueprinting applied to one large account at a time.

More in white paper, Key Account Blueprinting