3 Vital Strategies to Protect Your Customer Base

By Michael Leimbach, PhD

How to Retain Your Most Profitable Accounts

In the face of economic uncertainties, sales organizations are grappling with the challenge of protecting their customer base from erosion amid heightened competition. The key lies not merely in pursuing new business but in understanding how customers want to buy and strategically allocating resources for optimal results. 

 

Download this article to learn about: 

  • Profitability Analysis: How effectively do your accounts balance the cost of sales versus revenue? 
  • Opportunity Assessment: Are your accounts consistently providing high-quality, winnable opportunities? 
  • Resource Reallocation: Can resources be better allocated from underperforming accounts to more profitable relationships? 
  • Relationship Management: Are your “Big R” and transactional relationships well-served and satisfied with current strategies? 

Assess, nurture, meet needs: Understand buyer preferences for resilience. 

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