For the Accounts You Can't Afford to Lose: The Strategies that Will
Keep Your Customers Coming Back Whether your company has $50,000 or
$5 million in sales, chances are that at least half of your revenue
comes from a few crucial accounts. What does it take to keep them
going strong? The authors of The New Strategic Selling and The New
Conceptual Selling present a hard-hitting, no-nonsense book of
techniques to improve your most important business relationships.
Updated with recent examples of actual success stories, this new
edition explores how online click speeds have resulted in highly
sophisticated customers who expect all services to be done in "real
time." Discover: * The Long View: Studying and really understanding
your company-and your customer's business-can mean years of selling
success * "Lamp" Strategies: Activate a Large Account Management
Process strategy to turn your best customers into permanent
"external assets" * Trends and Market Forces: Constantly identify
and reappraise the conditions that can make your services more
crucial than ever * Channels of Communication: The right contacts
and communication lines will help you make key changes-before it's
too late!
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