9 Habits of Highly Successful Key Account Managers
Habit 8: Justify
The primary challenge facing today’s buyers is not to choose the best supplier, but rather to plan their project/purchase, align stakeholders, secure funding and justify their decisions.
In addition to demonstrating the superiority of their products or solutions, highly Successful Key Account Managers are helping their customers to build the business case justification for the purchase/project. One that will withstand scrutiny from procurement and finance, fend off a competing priority, or simply break through inertia, or resistance to change.
That includes the numbers of the costs-benefits analysis and the financial payback, or ROI. But it does not stop there, other important factors in justifying the decision include risk, compliance, strategic fit and politics.
So, let’s examine the 9th habit: Succeed.
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
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