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Complimentary White Paper: 5 Keys to Maximizing Sales in Existing Accounts

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.

Specifically, you'll learn:

  • Why the relationships you have with your current accounts may not be as solid as you think
  • The top 3 performance differences between high performers and the rest
  • The 8 account management roles that are necessary to successfully grow existing accounts

Watch your relationship strength and profits skyrocket when you utilize the knowledge in this must-read report.

Download 5 Keys to Maximizing Sales with Existing Accounts Now.
Additional Reading
5 Ways to Create New Business in Your Accounts

What is it that strategic account managers must do to grow their accounts? Surely, most would agree SAMs should be proactively driving strategic sales opportunities rather than simply waiting and reacting to buyer queries. That is to say: to make new sales, SAMs should be prospecting inside their accounts. Yet, in most organizations, this doesn't happen.

[New Research] Benchmark Report on Top Performance in Strategic Account Management

When we studied strategic account management in 2012, 59% of sales leaders believed there was greater than 25% revenue growth potential in their existing accounts.

In a separate, more recent research initiative, we found that the #1 priority for sales leaders in the year ahead is to increase business with existing accounts. We also discovered that Top Performers are nearly 2x more likely to be effective at maximizing sales to their existing accounts.

The Holy Grail of Strategic Account Management

For our Top Performance in Strategic Account Management Benchmark Report, we studied two specific processes for driving value with accounts.

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