The “drivers” are the things that we absolutely have to focus on if we want to be successful in sales.
New Account Acquisition
Retaining and WOWing Your Existing Accounts
GROWING Your Existing Accounts
It doesn’t take a math major to conclude that 2/3 of these success drivers focus on what happens AFTER you bring in the business.
But GROWING your existing accounts can be delicate.
If you push too hard, you jeopardize the business but;
If you fail to cultivate the business, you aren’t serving your client at the highest level and money is left on the table.
That’s why you need a plan and if you think “calling to check in” is a good plan, think again!
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