Your account teams are busy, distracted, multi-tasking. They're caught up "in the moment" of responding to account opportunities and stakeholder needs. But do they really know what's around the corner. Can they see the future? Can the customers they're calling on see it?
(And what you can do about it!)
Even in cases where your account teams don't need to call on the c-suite, they should know how c-suite initiatives are influencing those at other levels in the customer environment. Otherwise, it's easy for agendas to misalign.
Perception of Value
Until the value of your products is translated to demonstrate how it relates to a time-sensitive priority of the stakeholder you're trying to influence, little progress can be made. When your account managers are viewed as a distraction rather then part of the solution, mis-alignment is inevitable.
Going Too Fast
Account teams forget sometimes that customer stakeholders have their own buying cycles and process separate and distinct from your commercial team's. If a solution is pushed too early and the decision maker is still in an earlier part of the "discovery" phase of their cycle, a mis-match occurs.
"68% of Pharma sales and marketing executives say that the customer model is broken."
- Booz & Company
With deep Pharma expertise, a comprehensive approach towards customer engagement and a global reach, Clarity can help your field teams develop competitively differentiated account strategies that bring them into alignment with today's pharma stakeholders.
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