10 Key Practices for

Map the Account - Political alignment and Decision making dynamics

Set the objectives and goals for this Account

Pitch the Right
offering

Target the Right person in the Right role

Provide Value in
"every touch"

Build Multiple Relationships in the Account

Monitor Volume and Velocity of your Sales funnel for this Account

Be aware of your competitor's offerings and overtures

Keep a close watch on your time and effort of Account servicing

Focus on improving Customer Lifetime Vale
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