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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