I Double Dog Dare you! This week take your salespeople’s top 3 accounts & call their main contact’s boss.
What is the value?
TO YOU: make sure you’re doing a good job – see what else you could do – insulate the account incase your main contact there leaves… or the salesperson does.
TO THEM: make sure a supplier / partner / vendor is doing the right things for them – time to vent if there is anything wrong – know their business is important.
WHAT TO ASK – of course depends on what’s going on in the account as well as with your organization! Here are some choices to play around with:
- (salesperson’s name) works with (main contact’s name) and I want to make sure all the work they do together moves you forward toward your goals – which means I need to understand them! What are your top priorities for (quarter/year/whatever timeframe makes sense)?
- Today we help with _______________, what else could we be doing for your team?
- (salesperson’s name) worked with (main contact’s name) on (project name) how did that go from your perspective?
psst: this shouldn’t be a one try and you’re done… have a voicemail prepared and email follow-up to send if you don’t catch them. AND use your CRM to reschedule the activity… then make sure you DO IT!
Hey you could even schedule this kind of thing monthly for yourself and eventually build relationships with all the leadership at your team’s top accounts.