Why Strategic Accounts Defect to Competitors
Exposing the Real Reasons Companies Fail to Retain Strategic Accounts and What They Can Do About It
While some account losses are unavoidable, research from AskForensics reveals that most account losses are preventable if you can identify and address the underlying problems long before a rebid or renewal is on the horizon. In this research brief, you'll learn about:
- What in-depth research and interviews reveal about the top three reasons companies lose strategic accounts.
- How to tell whether your strategic accounts fall into the strong, vulnerable, or damaged status categories.
- How to manage and maintain your strong accounts so that they become even stronger over the longer-term.
- How to turn around vulnerable and damaged accounts and convert them into strong customer relationships.
This research is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
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Conducting Whitespace Analytics
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Using a Cost-Plus Mindset to Your Advantage
In this case study, learn how one consultant got (very) creative in order to solve a pricing problem in an highly dysfunctional organization.
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The Pitfalls of Sales and Marketing Alignment
Sales and marketing alignment can sometimes do more harm than good. These real-world case studies expose the costly downsides of alignment and reveal the mindset that's often more effective to adopt.
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Keeping Your Customers After You've Acquired Them
In this informative interview, Rick Reynolds of AskForensics discusses the primary reasons customers defect, how to identify vulnerable or damaged accounts, and the steps you can take to turn things around.
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Driving Consistent Sales Execution
How to Maintain Discipline, Efficiency, and Effectiveness Across Your Sales Operation
