Legacy product lines (ones that no longer need field coverage)
Account types that are not in the field scope
Consumer Packaged Goods
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Full Account Management programs make outbound calls to customers who have no field support. An Inside Sales Associate provides account management, maintenance, product messaging, education and video in-servicing to the account in an effort to retain or increase the customer’s sales and usage of client offerings.
Salelytics account management services are often used in “White Space” geographies, or accounts where the type of the facility does not warrant a field visit. This strategy is an effective way to maximize brand recognition in otherwise unassigned accounts or uncovered product lines. It ensures customers are properly educated and supported in their use of a client’s products and services.
Sales and marketing often collaborate to determine the right size/scope of accounts, and products that will be managed through an Inside Sales Account Management Platform.
In a Full Account Management program, Salelytics leverages the analytics teams to ensure that accounts are properly segmented and analyzed so that coverage is maximized to all facilities. Additionally, the collaboration confirms that all accounts are penetrated frequently to maximize revenue.
KEY CONTACT STRATEGY - FOCUSED MESSAGE DELIVERY The Inside Sales Associate is the Account Manager and is responsible for managing all of the customer’s needs. This could include product support, education, in-servicing, campaigns, or contract compliance. Frequent coverage of the account influencers creates an immediate familiarity and positive response, keeping the provider connected to the client’s company.
SALELYTICS SUCCESS STORIES - COMPANIES EXPERIENCING GREAT RESULTS FROM OUR SALES SOLUTIONS
Client: Premier Global Shipping and Logistics Solutions Company Product: Shipping Services Program Start: 2016 # of Associates: 200 Sales Challenge: Slow speed to market, complex product offerings, customer’s lack of knowledge around offerings. Sales Solution: Account Management – Educate customers on all offerings and work to upsell additional services and take share from competitors. Results: 105% to goal for the first quarter of the program.
Client: Fortune 200 Medical Device Company Product: Diabetes Medical Devices Program Start: 2012 # of Associates: 12 Sales Challenge: Gaps in Coverage, Speed to Market (take share from competitors) Sales Solution: Account Management – Identify new customers in the mid-size hospital market to convert, convert the account, and manage on an ongoing basis, including upselling and cross-selling. Results: Outperformed Field Force 2 years in a row by double-digit growth in high-value products.
Client: Fortune 500 Consumer Products Company Product: Personal & Home Care Products Program Start: 1999 # of Associates: 6 Sales Challenge: Gaps in Coverage, Speed to Market (take share from competitors) Sales Solution: Account Management – Grow existing customer base in key product categories. Results: An additional 7% in top 25 key customers with the entire customer base up 3% overall in a very revenue neutral market typically.
Client: Private Label Food Company, #6 Food Mfg in the US Product: “Store Branded” Baked Goods, Snacks, Beverages, Condiments, and Meals Program Start: 2015 # of Associates: 10 Sales Challenge: Deliver a consistent message across 5 business divisions and all the customers within these areas with multiple broker partners. Bring together consistent communication to share back with business divisions. Best practices to be consistent across all divisions. Sales Solution: Full Account Management for sales in excess of $200MM. We are responsible for new product introductions, store pricing models, as well as retail deployment. We attend trade shows and sell products at the store level. Results: Pacing at a 3% growth average over the prior year across all business divisions in a typically revenue-neutral market.