Everyone involved-every angle covered

Team effort is often required when targeting a large account held by a competitor.

 Paul (Branch Manager) was targeting a large CA swimming pool contractor that purchased equipment from his largest competitor. With Catherine's (outside salesperson) and Ricky's (Inside Sales Associate) help they created a winning strategy. Paul changed delivery routes and started drivers two hours early to give (customer management) a delivery-service advantage, Catherine delivered frozen Snicker bars and energy drinks to job sites on days above 100 degrees (to gain field support) and Ricky created custom order forms and fax templates to make life easier (for the customer's ordering team). The sales person cannot do it by herself...it takes a team to change how business is done. Do you call in everyone to be part of the strategy when chasing a new account? The above example is a success story of no longer having to compete on price but having an overall strategy that met every part of the customer's needs.