Managing accounts strategically requires a fundamental shift in the way companies work with their key accounts. Shifting from a selling-mindset to a problem-solving mindset.
With a selling-mindset you only focus on your revenue; with a problem-solving mindset you focus on how you can help your account improve their business results.
Why is this important? As products look increasingly identical, buyers are left with price as the only differentiator. So, if you don't want to be the lowest price provider, or can't be the lowest price provider you must offer more value. If products are increasingly identical then this additional value must come from somewhere beyond the product.
Download this ebook to learn how to reduce price pressure.