Top 10 Strategic Account Management Challenges [Research]
By Mike Schultz

strategic account management

When it comes to growing accounts, challenges abound. In our Benchmark Report on High Performance in Strategic Account Management, we asked:

Consider the challenges your company faces in strategic account management. For each factor indicate how challenging it is to your company's SAM efforts.

Here are the results.

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The #1 Action for Strategic Account Growth [Research]
By Mike Schultz

strategic account management

Companies take lots of actions to grow accounts. Some work better than others.

However, none of them work very well if you don't take care of one important action up front.

We at RAIN Group studied more than 370 companies that engage in formal strategic account management, and published the results in the Benchmark Report on High Performance in Strategic Account Management.

We asked: What ACTIONS do you believe contribute most to your efforts to maximize revenue from accounts? We then split the results into 2 groups: high performers and below-average/average performers in SAM.

Here's what the high performers do to maximize revenue at their accounts.

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15 Ideas for Selling with LinkedIn
By Mike Schultz

selling with linked in

75% of B2B buyers use social media to make decisions according to IDC research.

Sellers who use social selling are 51% more likely to exceed quota1, and 89.9% of top sellers view LinkedIn as essential2.

It's still the case, however, that many sellers are just getting started with LinkedIn. Mostly it seems they don't know what to do. Here are 15 ideas for spending 15 minutes a day selling with LinkedIn. I challenge you to do this for at least 15 days in the next month.

After the 15 days you'll have a good sense of whether LinkedIn should be a part of your selling routine.

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The Value Conversation: How to Grow Your Key Accounts
By Erica Stritch

growing existing accounts

In our 5 Keys to Maximizing Sales with Existing Accounts report, we shared the ways in which high performers outdo the rest to grow their accounts and achieve their financial goals.

At the top of the list? Providing value.

The more value you provide your accounts, the more willing they'll be to buy, keep buying, and expand their relationship with you.

Click here to watch the complimentary webinar now.
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6 Tips to Sell More to Existing Accounts
By Mike Schultz & Don Best

growing existing accounts

One of the biggest untapped opportunities to increasing sales and profit is growing your existing accounts. Consider:

  • Retaining current customers is 6 to 7 times less costly than acquiring new ones (Source: Bain & Company)
  • Repeat customers, on average, spend 67% more (Source: Bain & Company)
  • 60% of companies believe they should be generating 25% or more revenue from strategic accounts (Source: RAIN Group)

The question is not if you should be selling more to your accounts, it's how should you do it.

Here are 6 tips to get you started.

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