Mining Key Accounts (Seminar Session) (R35)

Type: Seminar
Date: 09/13/11 10:30 AM CT - 09/13/11 12:00 PM CT
Location: Chicago, IL United States
Web site:

Fee: $125 (counts as 1 seminar towards a Value Package Plan) View Pricing

Date: Tuesday, September 13
10:30 am - 12:00 pm

Speaker: Joseph Truncale


In our quest for growing sales, we tend to focus on bringing new accounts into the fold. This makes sense; however, we often overlook an ideal source of additional sales—our existing customers! In this session, we’ll review a unique process for analyzing, understanding, and exploiting our best customer relationships, and we’ll lay the groundwork for a business relationship development plan that will add significant value for you and for your best customers.

Room S405a

You Will Learn:

  • How to mine your current accounts for business growth
  • How to determine the real meaning of “key accounts” (hint: there is more to it than just sales volume)
  • How to leverage your best relationships into new accounts
  • Why vertical markets can be hazardous to long-term growth
  • Key questions to ask your customers to uncover extraordinary opportunity (opportunities your competitors are missing)
  • Why customer "satisfaction" in not a predictor of customer loyalty

Who Should Attend:
CEOs, Owners, Senior Sales Executives

Business Categories:
Executive, Management, Sales and Marketing

Joseph Truncale

Joseph Truncale, President

Joe Truncale is President and CEO of NAPL, a not-for-profit business management association representing progressive companies in the graphic communications industry. NAPL helps companies grow through member resources, industry-leading research, and custom-tailored consulting services.

Joe specializes in strategy, customer analysis, and organizational effectiveness. He has developed a number of custom tools used in NAPL’s Business Development Modules, including the NAPL Key Account Acceleration Process™, which helps businesses identify and maximize their most significant customer relationships. He also works with companies to help them identify their Quality Competitive Index™ (QCI) through highly focused three-dimensional customer research.

He is a skilled meeting facilitator, working with entrepreneurial business leaders and their management teams in developing strategic plans with a focus on differentiation and unique organizational ability. He also provides executive coaching and leadership development consulting and training.

Joe is a graduate of Monmouth University and earned his Master’s degree at Rutgers University. He received his Ph.D. from New York University, his Doctoral dissertation being a ground-breaking study on the effectiveness of entrepreneurial business leaders in the graphic communications industry.

Joe serves on the New York University Board of Advisors and is a member of the adjunct faculty, teaching graduate courses in Executive Leadership and Financial Management.

Joe began his career with NAPL in 1985 as Director of Membership and held several management positions prior to being named President in 2003. He resides in Colts Neck, New Jersey. President and CEO 201.523.6310