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.
More Subscriber-Only Resources From Our Library
-
B2B eCommerce Channel Pricing Practices
Market dynamics have kicked B2B ecommerce trends into high gear. In this session, we dispel eight myths of B2B ecommerce and explore ten critical strategic pricing principles you'll want to embrace.
View This Webinar -
Fostering Productive Collaboration
In this recorded session, we discuss how to identify and influence the groups that contribute most to our sales performance and explore the 8 key ingredients for effective cross-functional collaboration.
View This Webinar -
Tweaking Your Sales Strategy to Improve Margins
A well thought-out strategy can reduce pricing pressure and increase deal velocity. Learn how relatively small adjustments to your sales strategy in a few high-leverage areas can combine and compound to produce dramatic results.
View This Guide -
The Metrics Sales Leaders Should Be Managing
You need to track and manage sales metrics, but which metrics are the most important? In this guide based on research from Vantage Point Performance and the Sales Education Foundation, Jason Jordan reveals the ones that really matter.
View This Guide
Come Join Our Next Webinar
Building AI-Enabled Sales Operations
How to Stop the Dabbling and Produce More Meaningful Business Impacts
