Achieving Measurable Success in Account Management

Acquiring a new customer is seven times more expensive than the cost of properly maintaining an existing relationship. So why do many sales organizations focus primarily on new business to the detriment of account management? The answer is often rooted in a lack of standard processes that drive a consistent account management methodology across the sales team.

This white paper addresses:

• Five easy steps to improving sales effectiveness
• Using technology to “democratize” account management
• Implementing and enforcing standards across all sales reps
• Retaining customers at a higher rate to extract more value