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 register for 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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5 Keys to Maximizing Sales in Existing Accounts
By Erica Stritch

strategic account management

How many of your accounts take advantage of your full suite of products and services?

How much more could you be selling to your existing accounts?
10%? 20%? 50%? More?

What effect would that have on your bottom line?

Growing existing accounts is a huge, untapped opportunity. In our research, we found that high performers in strategic account management have significantly higher revenue growth, profit growth, and client satisfaction compared to the rest.

In 5 Keys to Maximizing Sales in Existing Accounts, RAIN Group Presidents Mike Schultz and John Doerr share what high performers do differently than the rest and 5 of the key areas where most companies have significant room for improvement.

Download 5 Keys to Maximizing Sales with Existing Accounts Now.

 

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