Best Practices & Research to Make Your Marketing Operation More Effective

Marketing Ops Journal

Subscriber-Only Research

Already a subscriber? Login

Subscribe and get immediate access to this research, full access to our research library, and much more...

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.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Trade Secrets of Effective Lead Generation

    There are common pitfalls many companies run into with their lead generation programs. This interview with Dan McDade, the author of The Truth About Leads, exposes why B2B lead generation is broken and what you can do to fix it.

    View This Interview

  • How to Retain Your Key Customers

    When you lose business from existing accounts, the sales team must acquire even more new business to compensate. In this on-demand training session, learn about seven innovative strategies leading sales operations are using to minimize revenue attrition and customer defection.

    View This Webinar

  • How Customers Evaluate a Price

    We'd like to think that customers are always rational when they consider the price on a deal...but they aren't. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates a price.

    View This Guide

  • Five Performance Boosters of Follow-On Sales

    Learn how a shift in focus can increase your close-rates, shorten sales-cycles, and improve your margins.

    View This Guide