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Digital Directory
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AUGUST 2013



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Digital Version
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The 'Seven Golden Rules
of Account Management'
For Dealers -
Part 4 of 7
by Linda Bishop, Thought Transformation
(www.thoughttransformation.com)

Publishers Comment: I urge you to copy the 7 Rules for your future reference - and to share with others. When I found this article in Canvas Magazine, I knew it was something that would interest you. See Rules 1 to 7 starting May 2013.

Rule 4: Stay In Touch

Knowing people in key accounts is only the first step. The second step is a very important one: Stay in touch. It's critical to touch people regularly. Send an email with a link to an article of interest. Drop something in the mail. Schedule a meeting. Invite a group to lunch. Send a handwritten note.

While staying in touch sounds simple, it's really not. Try following this plan:

  • Create a list of contacts.
  • Prioritize the names on the list from most important to least important.
  • On a weekly basis, schedule a block of time for stay-in touch activities
  • Decide what to do.
  • Do it.

Creating top of mind awareness within your accounts gives you a competitive edge. It puts you in the right place at the right time for future opportunities. And it helps you sell more.

RedmondLinda Bishop is a sales expert, speaker and author. Her company, Thought Transformation (thoughttransformation.com) provides sales training solutions and helps motivated professionals get tools, training and tactics to maximize sellling success. She has proven solutions to help companies get more meetings with prospects and customers, get new opportunities, close deals, and grow accounts. To read Linda's blog, go to SalesisNotforSissies.com. To order Linda's book, "The Sales Pros Guide to Using Linkedin," go to TTBooks.biz.

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