Presented by Rick Reynolds of Ask Forensics at the 7th Annual Marketing & Sales Summit.
Did you know that many of your multi-million dollar strategic accounts could be at risk without you even knowing it? Sales and account forensics investigations into $3 billion worth of client accounts reveal that 79% of the profiled strategic accounts exceeding $15 million are “at risk”. In most cases companies are unaware of this, and it can cost millions of dollars in lost accounts each year. It’s like an undetected disease with huge implications. Losing one account can seriously impact bottom line performance, but the good news is, moving the needle in the positive direction will generate significant revenue and profit.
When you cut through all of the clutter, it boils down to one thing—service quality. This is customers’ most critical need and, for the most part, companies are effectively providing service quality. The question that should worry executives is: If on the surface we are doing well, then why are so many accounts “at risk”?
This presentation will address the often undetected, not-so-obvious cracks in client relationships that put critical client accounts “at risk.”
More information: http://marketingsalessummit.com/how-to-fortify-and-grow-critical-accounts-2/