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
-
From Gathering Research to Generating Leads
What happens when a content marketing firm decides to actually practice what it preaches? They develop a repeatable marketing program that generates a whopping 250% more qualified leads! In this interview, Paul Salvaggio opens the kimono on this successful campaign.
View This Interview -
Fixing the Root-Causes Behind Rogue Salespeople
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this interview with Paul Hunt, he exposes the real root-causes.
View This Interview -
How to Stop Losing Sales to "No Decision"
For many companies, the biggest competitor they have to contend with is "no decision." In this tutorial, learn strategies and tactics for addressing the real root-causes behind prospect inaction.
View This Tutorial -
How to Crater a Market with Cost-Plus Pricing
For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, learn how the lack of strategic pricing capability reduced the value of an entire market by over $1 billion.
View This Case Study
![](https://www.marketingopsjournal.com/wp-content/uploads/2015/02/Research_Why-Strategic-Accounts-Defect-to-Competitors-225x300.png)
Why Subscribe?
When you join your peers and become a Marketing Ops Journal subscriber, you get immediate access to this research as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial Marketing Ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in Marketing Ops who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific Marketing Ops challenges