Gartner Research

Position Sales Teams to Grow Accounts, Not Just Retain Them

Published: 28 January 2019

ID: G00410199

Analyst(s): Sales Research Team

Summary

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

Table Of Contents

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

“Customer improvement drives growth because it provides customers with an urgent reason for change”

“Customer improvement” is the key to account growth and retention

“Sales teams that practice customer improvement deliver future-focused, supplier-neutral messages about how customers can improve their business”

Customer improvement also fosters retention

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