It’s common for sales leaders (and salespeople themselves) to look to their large, strategic client’s year after year to sustain or drive increased revenue performance. But the availability of options, decreasing customer loyalty, higher expectations and constant competitive threats are making forecasted business from your best customers anything but a certainty. Account growth strategies and plans all too often are isolated events and are missing one critical component – the buyer.
An enterprise-wide, customer-centric approach to working with your strategic accounts is a mainstay of sales organizations who understand that markets change but your customers are always relevant.
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