I read some very interesting research the other day and learned that the likelihood for sales people and account managers to win new business in existing accounts is between 60 and 70%. Can you imagine closing 60-70% ...
Your key customer accounts first and foremost must be protected and second, they need to be managed to grow to their full revenue potential. Failure to do so can result in financial ruin. Sales professionals including ...
One of the things I have learned over the years is that it’s very difficult for sales reps to develop and execute account plans. There are a number of strategies and methodologies to follow but there seems to be very ...
This blog is part two of a two-part blog series on account development. You can read part one, Questions to Consider for Account Planning & Growing Existing Accounts. In this blog post, grow existing accounts with ...
One of the most common sales training requests (and sales goals of IT staffing firms) I hear from prospects and customers alike is growing existing accounts. Let’s face it; everyone wants to grow revenue in their ...
When prospective clients approach us regarding our account planning and development training programs, one of the most common requests we hear is the desire for their sales team to strategically sell and expand existing ...