Sua principal parte interessada desafia sua estratégia de conta. Como você vai convencê-los de sua eficácia?

When a key stakeholder challenges your strategy, resist the urge to immediately defend it. Start by genuinely listening to their concerns, showing that you value their input. This approach fosters collaboration and uncovers the real reasons behind their doubts. Ask insightful questions to dig deeper, which not only shows your commitment to their success but also might reveal aspects of your strategy that need refinement. Engaging in this dialogue can turn skepticism into support, strengthening both your strategy and the rel

As Dale Carnegie said "Listen first. Give your opponents a chance to talk. Let them finish. Do not resist, defend, or debate. This only raises barriers." Begin by allowing the stakeholder to fully express their concerns without interruption. This approach helps fosters an open dialogue. Stakeholders in your accounts are just like the audience in a movie. "But the audience is right. They're always, always right. You hear directors complain that the advertising was lousy, the distribution is no good, the date was wrong to open the film. I don't believe that. The audience is never wrong. Never." Said William Friedkin, in a NYT interview Then come to what drove your account strategy. We all learn. All the time.

Approach: Begin by actively listening to the stakeholder’s concerns without interrupting. Understand the root of their objections—whether they are about specific goals, the overall approach, or resource allocation. Action: Ask clarifying questions to get a full picture of their concerns. Demonstrate empathy and acknowledge their perspective to build rapport and trust

Present quantitative and qualitative data that supports the strategy. This might include market research, customer feedback, sales trends, or case studies that demonstrate the strategy's potential effectiveness. Point out any early wins or positive outcomes that have resulted from the strategy so far, reinforcing its validity. Emphasize the long-term benefits of the strategy, such as sustainable growth, competitive advantage, or building stronger customer relationships.

To convince a skeptical stakeholder, anchor your argument in solid data. Present tangible metrics from past successes that align with their objectives. Showcase growth figures, ROI, or other relevant outcomes directly tied to your strategy. By clearly linking your approach to measurable results that reflect their priorities, you create a powerful narrative that highlights both the effectiveness of your strategy and its potential to drive future success. This evidence-based approach makes your case harder to dispute and easier to support.

Approach: Back your strategy with solid data. Use metrics, trends, and historical performance to highlight the strategy’s effectiveness. Action: Present key data points that show how the strategy aligns with business goals, such as increased customer engagement, improved revenue, or cost efficiency. Use visual aids like charts and graphs to make the data more compelling.

To win over your stakeholders with your account strategy, lean on solid data. Share past wins, growth metrics, and other key figures that highlight the success of your approach. Make sure this data speaks to the stakeholder's specific goals and priorities. By turning your strategy into measurable outcomes, you can craft a compelling story highlighting its value and potential for future success.

When your strategy is questioned, lean on real-world case studies to build your case. Share examples where similar strategies have succeeded, focusing on the challenges tackled, the solutions provided, and the tangible results achieved. These stories not only demonstrate that your approach is grounded in reality but also offer a relatable, convincing narrative. By showing that your strategy has been tested and proven effective, you provide solid evidence that it can deliver the same positive outcomes for the stakeholder’s needs.

Approach: Use relevant case studies to demonstrate the success of similar strategies in other contexts. Action: Share examples from past experiences, either within your company or from industry benchmarks, where similar strategies led to positive outcomes. Tailor these case studies to address the specific concerns raised by the stakeholder.

Approach: Align your strategy with the broader business objectives and the stakeholder’s specific goals. Action: Clearly articulate how the account strategy fits into the overall strategic vision of the organization. Highlight the long-term benefits and how it supports key priorities such as market expansion, customer retention, or innovation.

When crafting an account strategy, it is crucial to align it seamlessly with the company's broader goals and the stakeholder's vision. Each strategy component should contribute to primary objectives like expanding market reach, retaining customers, or boosting revenue. By illustrating this strategic alignment, you reassure stakeholders that your plan is a standalone effort and a vital part of the company's long-term success. This approach ensures that your strategy is relevant and integral to achieving the company's overarching vision.

Approach: Emphasize that the strategy is not static but evolves based on ongoing feedback and results. Action: Outline the processes in place for regularly reviewing and refining the strategy. Show how previous feedback has been integrated and how continuous improvement ensures that the strategy remains relevant and effective.

No strategy is perfect, and I embrace that reality with a commitment to continuous improvement. I keep a close eye on performance indicators and adapt my approach based on feedback and evolving market conditions. This proactive stance not only refines our strategies but also builds trust with stakeholders by demonstrating my dedication to delivering the best outcomes.