Account Retention

One of best pieces of advice I ever received about holding on to important clients and customers was this: During times of uncertainty, approach your business contacts from a different perspective than during so-called “normal” times.

Landing the right enterprise account is a big achievement, with new revenue and healthy margins being two obvious things to celebrate. But unlike smaller account wins, the real significance of the victory is the huge potential for growth over time.

Read Time: 6 Minutes

Understanding the importance of various accounts helps sellers sort customers and prepare for the next appropriate step in a relationship with the client.