Join our next Key Account Management masterclass

Join our next Key Account Management masterclass

Create a stronger and more profitable relationship with your customer with our Key Account Management course on March 6th - 8th. This course is for people who have responsibility for managing strategic relationships with clients.
Lead & Motivate Your Team

Lead & Motivate Your Team

Do you create an environment that motivates others to perform? Join Mercuri's Leading and Motivating the Team professional masterclass on April 17th - April 18th. Ideal for all managers who achieve their objectives through their team. Develop a guide for adapting your leadership style.
Sales Development Programme of the Year!

Sales Development Programme of the Year!

Great result for the Virgin Holidays "Selling At My Best" programme at the 2017 British Excellence Sales Management Awards. Discover why delegates left this tailored in-house programme feeling so energized.
Performance Management masterclass

Performance Management masterclass

Do your team members have their own performance plan? Do you have a template for improving performance? Join this Performance Management masterclass on April 24th - 25th. Align capability and activity to business objectives.
Accelerate sales growth with improved sales activity planning

Accelerate sales growth with improved sales activity planning

Join our next Sales Activity & Pipeline Planning masterclass on May 22nd at the London Heathrow Crowne Plaza. Develop a sales plan that will help you manage existing customers and find new opportunities.
Simply outstanding customer service by Electrolux

Simply outstanding customer service by Electrolux

Teams excited and engaged about Customer Service at the Electrolux Academy. Mercuri work with Electrolux on a programme designed to grow their new team members, retain and develop their talented sales and service teams.
Social Selling as part of your Sales Strategy

Social Selling as part of your Sales Strategy

Talk to us about Social Selling in the Sales Process. From new customer acquisition to Key Account Management, find out where social selling makes sense and how to improve your social selling success.

Taking Sales to a Higher Level

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4 tips to make a big sales impact

 4 easy to implement tips for a big impact with medium-sized accounts

There are  two distinct benefits of selling to medium sized accounts:

  • Most Customers in this category work with a one year time horizon,  - This makes it much easier to take care of margins per customer.
  • Total purchases are divided by these customers between a pool of vendors – Current volumes are therefore not hard to defend and improve.

You can leverage the growth and revenue potential and sell more products per Customer to your mid sized clients by making them come back to you. This can be done with a framework of 4 easy to implement tips:

  1. Analyse and understand where you stand with each Customer – What is our present status?  
  2. Be aware and alive to your current way of working with every Customer – How do we usually deal with this Customer?  
  3. On a planning horizon of three to five months decide what are your strategic result objectives – Where do we want to be in this account?
  4. Within that same time horizon, identify the strategic effort objectives with the Customer – What will we do get there? What competitive tactics will we use?

These 4 tips, diligently implemented, will draw existing Customers back to you in droves. You will make a huge impact with medium-sized accounts as you watch your re-buy and range-sales grow exponentially.

Find out more

You can access a ready-to-use bank of options in putting these elements to work available in the Mercuri Insight document: "Are your existing Customers coming back to you in enough numbers?".  Please call us for further information on +44 (0) 330 9000 800 or email us.

4 tips to make a big sales impact