account growth planning execution
5 account management mistakes you may be making - and how to avoid them
Many have heard statistics on the value of existing accounts: 80% of future profits come from 20% of customers; 65% of revenue comes from existing customers; it costs 5% less to retain a customer than to gain one.
How to build account plans in Salesforce - the easy way
Proactive and strategic account planning in Salesforce isn’t easy - or even possible, depending on which plugins and customizations you’ve invested in. Account planning often takes place outside of traditional CRM systems, and rarely makes its way back into the tools your sales team uses every day.
How to supercharge your account growth - 10 articles to read
If you’ve been following me, you may have noticed how much I have been talking about account planning–or, rather, account GROWTH.
What if outstanding service is stunting your growth?
Everybody knows that great customer service is key to retaining and growing accounts, right? We believe this so strongly that we invest countless hours and boundless resources into developing customer success teams whose sole job is to ensure that clients are so happy that they continue to buy and increase spending.
How to get closer to your clients during downtimes
Economic downturns are almost nobody’s favorite time. For sales teams, they can signal lower incomes, more worry, and harder work that yields smaller returns.
How to sell more with the trust, align, grow framework
Early in my selling career, I realized that there was a fundamental problem with the way most sellers approach the work of growing business within established accounts. I talked a little about this last week in my piece about outside-in account growth.
