“Kevin analysed our team-building workshop, participating as a production facilitator. With the knowledge he gained he was able to spin off 15 different modules that we could offer as Continuous Improvement Program mini-sessions.”
- Bob Presner, Beyond the Box
“Growth Path helped select the range of Italian security products best suited for North America; identified key differentiators; their value to new customers; and facilitated strategic alliances for rapid access to our new market.”
- Aniello Musella, Italian Trade Commission
“Growth Path interviewed our clients and helped crystallize the value we brought to them. By communicating this value, and our sector specificity, we were able to clearly differentiate JCA as we positioned for a sale.”
- Jack Chute, JCA
All the largest companies use sophisticated Account Management techniques and processes. They know the value in their existing customer base. Suitably modified, these same techniques enable significant impact in mid-sized business. At Growth Path, we translate extensive account management background into:
• increased customer retention
• increased "share of wallet"
• increased penetration through both vertical and horizontal account mining
• pro-active joint planning for future needs
Growth Path will work with your sales or account team to help them understand who they should be talking to, and with what message. We'll help them understand who gets them access to, and who influences the decision makers. And how to work with each type of person most effectively.
We'll address horizontal account mining - selling to other departments within the company - and vertical account mining - selling more products & services to existing contacts.
When your account team is further along, we can work with them on multi-level selling strategies and pro-active customer development programs, to anticipate customer needs and help both you and your customer plan to grow together.
Check out our blogs on Account Management here.