Why Strategic Accounts Defect to Competitors
Exposing the Real Reasons Companies Fail to Retain Strategic Accounts and What They Can Do About It
While some account losses are unavoidable, research from AskForensics reveals that most account losses are preventable if you can identify and address the underlying problems long before a rebid or renewal is on the horizon. In this research brief, you'll learn about:
- What in-depth research and interviews reveal about the top three reasons companies lose strategic accounts.
- How to tell whether your strategic accounts fall into the strong, vulnerable, or damaged status categories.
- How to manage and maintain your strong accounts so that they become even stronger over the longer-term.
- How to turn around vulnerable and damaged accounts and convert them into strong customer relationships.
This research is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
More Subscriber-Only Resources From Our Library
-
The Triangulated Competitive Audit Guide
The Triangulated Competitive Audit Guide provides an expanded reference list of the various types of questions you'll want to ask about your competitors and why.
View This Tool -
Leading Edge Account & Territory Planning
Sales planning is often perceived as not much more than tactical busywork. In this on-demand training session, you'll learn how innovative sales operations are taking a radically different approach to identify untapped growth opportunities and develop prescriptive account and territory plans.
View This Webinar -
Leveraging Peer Pressure To Boost Your Margins
Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.
View This Tutorial -
Manage Your Customer Mix to Improve Profits
A video guide that demonstrates how to improve gross margin production without changing your prices or lowering your costs
View This Guide
