After the critical implementation stage, your strategic sales journey transitions into what is commonly labeled "account maintenance", or more aptly, account development. Thinking of this crucial stage merely as "maintenance" is misleading because it implies a passive approach.

Sales professionals tend to relax too soon after concluding an agreement. Let's delve into the crucial but often treacherous stage that follows the closing of a deal – the implementation phase of your product or solution.

In high-stakes sales, recognizing consequence issues can be critical, but paradoxically this stage often goes completely unnoticed. As someone deeply immersed in this field, I've seen how complexity and risks escalate hand-in-hand with your deal size.

What can you do if you cannot gain access to decision makers? After identifying the focus of dissatisfaction, let's talk about how things typically turn out in the real world and what can we do about it.

Say you approach a sales manager working in a large company and question him on why sales teams are required to forecast exact amounts of revenue for up to three months in advance? What's the answer you'll get?

Let’s briefly analyze the idea behind reciprocity and what it means in the context of our everyday human interactions. I’m inspired to write this post as part of an article series on LBS regarding psychological factors that affect our behavior.