Bruce Merrifield, President — Merrifield Consulting
•distribution management best practices •Distribution Personnel Training and Development •cost-to-serve math •cost-to-serve in distribution •line-item profit analytics in distribution
Wednesday, January 24, 2018—This is the second installment of Randy MacLean and Bruce Merrifield's discussion of the Enterprise Account Selling Model.
In the previous installment, Randy and Bruce reviewed cost-to-serve, the whale curve, and matching service levels to the scale of profitability and profit potential of an account.
However, you won't – you can't - take your best account to a transformational next level with a standard service model, routine or even frequent sales calls, and contract pricing, regardless of whether they honor the contract. Your approach to selling cannot be a monolithic policy. By segmenting your customers, you gain the opportunity to address issues situationally and you re-engage your best sales reps.
Every account is different and tailoring your service to each account – or each critical account – allows you to be judicious about how you spend your resources. By providing your sales team with information, they can deliver the next level of support – that "next level" is no longer nebulous or theoretical.
A motivated sales rep can act decisively and confidently with their accounts, proposing solutions and actions, such as auditing a customer's soft costs, which no other distributor can offer.
For more information about Bruce Merrifield, visit: www.merrifieldact2.com
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Continuance of the Enterprise Account Selling Model video series. Refers to a preceding video. Drawn from Bruce's presentation at APIC on March 1, 2016.
Bruce Merrifield and Randy MacLean discuss Bruce's Enterprise Account Selling Model, as presented at APIC on March 1, 2016.
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Webinar: Quantum Sales Compensation Plan Part 2
Webinar: Quantum Sales Compensation: Designing Your Plan
Webinar: Quantum Sales Compensation for the Wholesale Distribution Industry: Launching Your Plan