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 profits.
The post In Major Account Relationships, Retention is not a Noun appeared first on Sandler Train…
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? …
Mike Montague interviews Carlos Garrido on How to Succeed at Asking for Referrals.
The post How to Succeed at Asking for Referrals appeared first on Sandler Training.
We’ve all read the estimates on how much more expensive it is to find new clients than it is to nurture and retain existing ones. One of the most important ways to retain clients is to view an honest understanding of their interactions with your compan…
Read moreAs sales professionals, we sometimes run the risk of over-focusing on the close. By that I mean we secure the first agreement to do business, but then lose track of how important it is to maintain a strong ongoing relationship with current cu…
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