It’s that time of year. The holidays loom, there is a chill in the air, and countless articles appear providing guidance to sales representatives … [Read more...] about In Selling, Whose Year Should You Close Strong?
And we’ve all heard how even a small increase in a firm’s overall major client retention rate has an exponentially positive effect on revenues and … [Read more...] about In Major Account Relationships, Retention is not a Noun
We all know the statistics. Most selling organizations derive 80% of their revenues from 20% of their clients. Winning a new major account costs up to … [Read more...] about Major Accounts: Will They Stay or Will They Go?
Selling to major accounts, also known as enterprise accounts, is radically different from selling in other spaces. For one thing, the major account … [Read more...] about Selling Major Accounts: Following the Roadmap of Value