What I’m going to cover today is Strategic Account selling and my RPM Method that simplifies the management and execution of the selling plan.  What we mean by a Strategic Account is simply, a large customer or target with a high revenue upside. THE RPM Method looks like this:

RESULTS - The outcomes we want and need out of the account.

POWER BUYERS - The specific people in the account who have power and influence toward your results.

MINDSHARE ACTION PLAN (MAP) - The plan for navigating our sales activity, the guide for our time.