Long term customer loyalty can no longer be presumed. Companies need to approach their strategic accounts as though they are under attack from competitors- because they are.
How to Protect your Existing Accounts
- Understand your accounts: Does every member of every team touching your customers- sales, marketing, customer support, sales operations, finance, legal- really know why your customers do business with you? Strategic Account Management
- Build a strong account plan: Create a plan that gives you a structured process to pursue additional viable sales opportunities within your existing accounts. Developing and Implementing Strategic Account Plans
- Eliminate single-point-of-contact relationships: Ensure that you have multiple points of contact- from your side as well as the customer’s side- so your organization can continue the relationship when one or more players from either side leaves the company. Sales Opportunity Management.
Organizations successful at retaining their strategic accounts recognize that collaboration department-wide is a necessary element.
Learn more on retaining Strategic Accounts and gaining more strategic accounts at our next open workshop on Strategic Account Management. Reserve your seat here. You can also call 08121456217 to confirm your registration.