Posted by June 2, 2015.on
Establish a strategic process to grow and increase key accounts.
We know that it costs more money and takes more effort to gain a new customer than it does to maintain an existing client! Developing expanded relationships within cross-functional teams within key accounts and maintaining clients over a long period of time is significantly more valuable than one-time buyers or short-term clients. Sales managers and reps need to follow a process to build relationships across departments and locations in key accounts to improve outcomes and increase the financial impact.