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Brian Sullivan

In Selling, Whose Year Should You Close Strong?

Brian Sullivan - 4 December 2019

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?

In Major Account Relationships, Retention is not a Noun

Brian Sullivan - 26 November 2019

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

Major Accounts: Will They Stay or Will They Go?

Brian Sullivan - 31 October 2019

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 Major Accounts: Following the Roadmap of Value

Brian Sullivan - 1 October 2019

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

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