Download “Why Accounts Aren't Growing, and What To Do About It”

Sales leaders must reorient account managers toward “customer improvement” strategies that focus on the future needs of buyers.

Gartner principal executive advisor Scott Collins on what B2B sales leaders can do to grow accounts, not just retain them.

Sales leaders can increase the effectiveness of account planning by avoiding five common mistakes.

Instead of focusing on customer service, successful account managers offer customer improvement ideas and insights.