Brief: Revisiting Account Strategies for a Changed Economy
Growing accounts
What’s Inside
Economists, sales professionals, and buyers all agree that the economic recovery will be protracted.As a result, effective sales professionals are revisiting their account strategy plans to focus efforts where they will yield the best results.
In the brief, Revisiting Account Strategies for a Changed Economy, we share the three key steps for revisiting the account planning process within the context of a changed global economy.
We outline how to:
- Select the right customers with a review of the “hard” and “soft” factors
- Learn the customer’s new strategy to refine your value proposition
- Track and adjust the changed stakeholder structure so that your message reaches the right people
Resources You Might Be Interested In
Addressing Indecision in 2025
Buyer indecision: the biggest sales challenge in 2025. Read our brief where we explore this problem and what the best sellers do to overcome it.
Brief
2025 Selling Challenges Research Study
After gathering information from nearly 500 sales professionals, sales leaders, and sales enablement professionals, Richardson reveals the most prominent selling challenges for 2025 and how to overcome them.
Research
Webinar Recording: Effective Coaching Strategies that Unlock Seller Performance
Download a copy of our webinar where we explore the difference between management and coaching, why coaching-specific training matters, how to use data to uncover coaching opportunities, and more.
Video
Solutions You Might Be Interested In
![sales technology]()
Accelerate Sales Performance System
Learn More: Accelerate Sales Performance SystemBring clarity to the most critical skill gaps you need to address to move your business metrics with the NEW Accelerate Sales Performance System
![sales training delivery services]()
Sales Training Delivery
Learn More: Sales Training DeliverySpeed to proficiency is crucial for today’s competitive sales teams looking to upskill. We offer a variety of delivery options including live, virtual, and digital to meet you where you are and quickly lift you to where you want to go.
![sales training content]()
Sales training content that improves performance
Learn More: Sales training content that improves performanceGrounded in behavioural science, our Connected Selling Curriculum addresses all selling roles and all phases of the sales cycle to give your team the right learning at the right time.
![sales consulting services]()
Professional services tailored to your needs
Learn More: Professional services tailored to your needsWe define and target the most critical selling behaviours your team needs for sales success in your market and offer customized sales training, coaching and consulting.
