Account Value Over Volume: Orchestrating a Common-Sense Approach to Sales & Marketing

Everyone is in Sales these days. Even executives.

It used to be there were two primary reasons for a CEO to be on a call with a customer—either the customer was a VIP or someone screwed up big time. Any other time, you wouldn’t dare bother the leader of the company with something as plebian as engaging with a prospective customer.

Those days are over. Now, more than ever, an engaged executive is effectively a threaded power play. Participating in carefully orchestrated, personal interactions with prospective customers may surprise some, but others will see it as a sign of an organization fully aligned around making a difference.

Once upon a time, a slick sales pro mocked me for suggesting an executive get involved. Today, I’m the executive. When it comes to the success of my team and our customers, nothing is beneath me. I shared deeper thoughts on the subject with our friends at Engagio. Make the jump and check it out.

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