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 20 times more than keeping a current one. %
The post 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 selling cycle is a continuous process – continuous because there’s no end to the cycle of selling to and…
Read moreSelling to major accounts, also known as enterprise accounts, is radically different from selling in other spaces. For one thing, the major account selling cycle is a continuous process – continuous because there’s no end to the cycle of selling to and…
Read moreEffective leadership is not something that you achieve, but rather something you develop and change throughout your life. There’s no substitute for experience, but thankfully you can borrow from others’ knowledge to improve your own. That’s where reading comes in handy. These best-selling books offer useful resources for maintaining your edge as not just a[…] Read More
The post 50 Leadership Classics to Start Reading Right Now appeared first on Sales Training Blog | Sandler Training.
Read moreUnderstanding when to take a coaching approach over a managing mentality can make a huge difference in your effectiveness as a leader. To be an effective leader you need to be both a coach and a manager, the key is to know when to wear which hat. When you’re managing, you’re often organizing a project,[…] Read More
The post 4 Lessons Learned from Taking the Coach Mentality over the Manager Mentality appeared first on Sales Training Blog | Sandler Training.
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