How do you align account growth with your company's values?

1 Know your company's values

Before you can align your account growth with your company's values, you need to know what they are. Review your company's vision, mission, and core values statements. Understand how they relate to your products, services, and customer segments. Ask yourself how your company's values differentiate it from the competition and what value proposition they offer to your clients.

2 Communicate your company's values

Once you know your company's values, you need to communicate them to your clients. Explain how your company's values inform your account management approach and how they benefit your clients. Use stories, testimonials, and case studies to illustrate how your company's values have helped other clients achieve their goals. Show your clients how your company's values align with their own values and needs.

3 Identify account growth opportunities

Now that you have established a rapport with your clients based on your company's values, you can look for account growth opportunities. Account growth opportunities are ways to increase your revenue from existing clients by offering them more value, such as upselling, cross-selling, renewing, or expanding. To identify account growth opportunities, you need to understand your clients' pain points, goals, and challenges. You also need to analyze their usage, feedback, and satisfaction with your products or services.

4 Align account growth opportunities with your company's values

Not all account growth opportunities are equal; some may be more in line with your company's values than others. For instance, if your company values quality over quantity, you may not want to increase sales at the expense of customer satisfaction. Similarly, if your company values innovation over tradition, you may not want to offer outdated or irrelevant solutions to your clients. To ensure account growth opportunities align with your company's values, it is important to evaluate them based on criteria such as how well they match client needs and expectations, how well they showcase your company's strengths and competitive advantages, how well they support your company's long-term vision and goals, and how well they reflect your company's ethical standards and social responsibility.

5 Implement account growth strategies

Once you have identified and aligned account growth opportunities with your company's values, you need to implement them. This requires creating and executing a plan to persuade your clients to take action and buy more from you. To do this, you must set clear and realistic objectives and metrics, customize your proposals and pitches to emphasize the value and advantages of your offerings, address any potential objections or worries that your clients may have, and follow up to close the deal.

6 Monitor and measure account growth results

Finally, you need to monitor and measure the results of your account growth strategies. This means tracking and analyzing the performance and outcomes of your account growth activities. To do this, you should collect and review data and feedback from both clients and internal sources, then compare the actual results with the expected results and objectives. Afterward, identify the strengths and weaknesses of your account growth strategies, celebrate successes, learn from failures, and adjust or improve strategies as needed.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?