Excerpted from “SAM-Legal: Turning Key Clients Into Strategic Accounts, a Guide to Law firm Strategic Account Management” by Steve Bell and Silvia Coulter. This excerpt, from an early chapter in the ...
Hosted on MSN
5 powerful tips for successful account management
You’re probably familiar with the Pareto principle: the idea that 80 percent of your sales comes from just 20 percent of current customers. Identifying that 20 percent — and devising a plan to keep ...
Engage earlier in the sales process and with higher value opportunities. Align strategic marketing initiatives with sales and account management strategies. Maximize the value and return on investment ...
Some results have been hidden because they may be inaccessible to you
Show inaccessible results