Strategic Relationship Management is a go-to-market process for deepening and expanding your connection with customers by aligning around a clear understanding of customer needs.
Historically, sales used to be in equilibrium between a seller's skill and their ability to balance account strategy & execution.
Over time, there has been a growing desire for more focus on execution. More accounts. Larger numbers. Quantity > quality.
The focus has been on revenue data, sales engagement, conversation intelligence, workflow automation, and revenue intelligence. While definitely important factors, the account strategy has been all but forgotten.
Introduce Strategic Relationship Management, SRM, and the balance begins to shift back towards an equilibrium.
Armed with SRM, our seller understands the strategy of their account and is able to balance strategy with execution. It is now possible to have high quality conversations, with high performance numbers.
