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Top Performance in Strategic Account Management

Discover what it takes to grow existing accounts.

Most executives believe they are not generating maximum revenue and profit, nor are they maintaining the highest levels of loyalty possible with their existing accounts.

In our Top Performance in Strategic Account Management research, we set out to learn what sets Top Performers apart from The Rest and what you need to do to excel at growing and protecting your most important accounts.

We collected and analyzed data from 397 participants at companies that engage in formal strategic account management. From the data, along with our advisory and training work with companies in the area of strategic account management, we have gleaned thought-provoking—and often counter-intuitive—insights into what separates the Top-Performing companies in strategic account management apart from The Rest.

Maximize Sales in Your Existing Accounts

Maximize Sales in Your Existing Accounts

Top Performers in strategic account management have significantly higher revenue growth, profit growth, and client satisfaction in named accounts than The Rest. Our research analyzes what Top Performers do differently to achieve this level of success and provides expert insights and tips.

Stay Up-to-Date on What's Working Today

Stay Up-to-Date on What’s Working Today

Sales and strategic account management are constantly changing. What worked yesterday may not work today. The RAIN Group Center for Sales Research allows you to stay up-to-date with ongoing, fresh research analyzing the changing buyer landscape and how to succeed today.

Benchmark Your Organization

Benchmark Your Organization

We regularly benchmark organizations against our proprietary database of Top Performers in strategic account management. You can learn how you stack up and exactly where your gaps lie. We’ll then build you a plan to become a Top-Performing organization. Learn more.

Exclusive Access for Center for Sales Research Panelists and RAIN Group Clients

Top Performance in Strategic Account Management research is only available to CSR Research Panelists and RAIN Group corporate clients. Panelists and clients get:

  • 5 Keys to Maximizing Sales with Existing Accounts
  • New research briefs every month including Team Selling Approach Essential for Growing Strategic Accounts and The Central Role of Strategic Account Management
  • Early access to research findings
  • Exclusive analyst time discussing how the results apply to your organization
  • Why Strategic Account Management Fails – and What to Do About It

Top Performers Approach Strategic Account Management Differently

55%

of Top Performers grew revenue by 20% or more in strategic accounts compared to only 18% of The Rest.

44%

of Top Performers grew profits by 20% or more in strategic accounts vs. just 13% of The Rest.

27%

of Top Performers had significant year-over-year client satisfaction improvement. Only 6% of The Rest did.

The data indicates—and supports our field work—that Top Performers approach strategic account management differently than The Rest. They’re able to achieve significantly better sales results. Our research uncovers exactly what they do to achieve these results and provides tips to help you join their ranks.

3 Great Ways to Learn More

Benchmark Report on Top Performance in SAM

Benchmark Report on Top Performance in SAM

Discover the areas that set Top Performers apart from The Rest, allowing them to grow revenue, profit, and customer satisfaction in their named strategic accounts.

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Benchmark Your Organization

Learn how you stack up compared to Top Performers and what you need to do to join their ranks.

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Apply to Join the CSR Panel

Get exclusive access to RAIN Group Center for Sales Research benchmark reports, research briefs, and more by becoming a Research Panelist.  

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