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Strengthen Business Relationships This Thanksgiving

It's that time of year again. The leaves have fallen from the trees, the temperature has dropped, and the calendar is filling up with holiday parties, ski trips, and family gatherings. Thanksgiving marks the start of the holiday season, the time of year when we reflect on the relationships we have with family, friends, customers, and co-workers. Thanksgiving in particular is a time to give thanks and show your appreciation.

It's also a great reminder to work on strengthening the relationships you have with your prospects and customers. If you can go from being seen as just another vendor to becoming a trusted business advisor, the better success you will have.

To help, I've collected our top 5 most popular articles on relationship building:

  1. Is Relationship Building Dead?
  2. 7 Tips for Maximizing Time and Deepening Relationships with Executives
  3. Build Trusted Relationships in the Sales Process by Setting (and Meeting) Expectations
  4. On Relationships, Solutions, and Challengers
  5. Building Business Relationships: It's Not Stalking If You Do It Right

Building strong, long-lasting relationships takes time and doesn't just involve saying thank you once a year. Follow the tips in these articles and you'll develop much stronger business relationships that will fuel your success.

For more, check out this on-demand webinar, in which RAIN Group President Mike Schultz covers the key components of relationships that yield maximum ongoing revenue and referrals. Click here to watch 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.