A cautionary tale that happens all too often simply because vendors get complacent and settle for good. Find out why being good is a stupid idea And who is doing all that Knock, Knock, Knocking?  Because they are saying,  “We can do more, better, faster than your current vendor.” See 9 critical steps to stop all the knock, knock, knocking and retain and grow your existing accounts.

Curious about how to avoid a stagnant start to 2024?  Learn more about The January Effect, The February Fade, and Strategies to sustain succ

A well-structured and efficient Learning and Development (L&D) program is crucial to maintaining a competitive edge. See what it costs not t

Account managers must cultivate and maintain customer relationships to maximize their value over time. Here are 5 essential skills needed

Once upon a time an account manager named Jenny was blindsided by a client. She couldn't afford to lose the account - she had to do this...

The truth is account management, the retention and growth of current accounts, is everyone’s responsibility. Ensure the tools they need to g

Seven common mistakes “partners” make that could put accounts at risk and tips to building collaborative and long-term client relationships

We surveyed nearly 700 sellers from multiple industries and varying tenure & found 3 things that may be holding you and your sales team back

Single-threaded customer relationships are dangerous. We all inherently know this, though not everyone can clearly articulate why having...

Asking great questions is part of the job of a salesperson. Yet salespeople are also responsible for winning contracts and orders. Because o

You have a new customer. They buy just one product or one service from you. You deliver! They are happy. They want to be even happier, so...

Key Account Management. Avoid these four key mistakes companies make with their key accounts.

It was a grueling sales process. After hundreds of hours of planning and research, preparing a complex solutions proposal, and multiple...

The first step to keeping and building the business you have is gathering insight and feedback about your current relationships and overall

Do you have a client experience process to keep current clients over time and with their changing priorities and needs, new personnel, techn

As you wrap up Q3, how do you best prepare your company for growth in 2021? By doing the following 3 important action items.

If there is one thing that this pandemic has taught us—change can happen at warp speed. The ability to change requires an ability to learn.

How a mindset change enabled me to close the largest deal ever in our market. As a licensed engineer, business school and military...

Recently, I was discussing the Net Promoter Score® Survey with a friend. They were familiar with the survey and had participated in...

Have you ever wondered why some people in your organization, or your network, seem to have all the luck? They tend to get promotions and...