Medius Enterprise Customer Sales • 2y
There a few "plays" you should always be ready to run when you think about customer relationships: 1) Change in champion: folks switch jobs. The loss of your champion can be engagement-killing if you haven't multithreaded. For every strategic account, you should have multiple contacts. For every large account, you should have more than one contact. Only for your VSB or SMB segments that should be running on a fly wheel anyway is it reasonable to think you would only have one contact. 2) The cust ...Read More
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