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Drive More Business by Growing Existing Accounts and Expanding Relationships

building rapport customer relationships

richardsonsalestraining1 March 2019Blog

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As the customer’s business changes and grows, sales professionals need to become more strategic in their drive to maintain and grow key accounts.

In our latest brief, Drive More Business by Growing Existing Accounts and Expanding Relationships, we offer specific takeaways to navigate this challenge. We look at why sales professionals must:

  • Access the customer’s “hidden dialogue” to understand underlying needs
  • Develop and articulate individualised value that’s relevant
  • Maintain follow-through post-closing to ensure solution success
  • Use the power of recency to stay top of mind in the customer’s world
  • Diversify the points of contact within the customer’s business

Download the brief.

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grow key accounts

Brief: Drive More Business by Growing Existing Accounts and Expanding Relationships

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