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Putting a lot of effort into nurturing your relationship with one contact in the organization may not pay off if it turns out that the real decision-maker is their boss’s boss. And even if your champion is not a manager, they could have influence, and be a valuable resource in helping you win the sale.
The rep contacts the airline’s engineer, telling them, “Hey, you did a great job installing the software, but here are some features you missed. Here are two key metrics to track: Lead-to-close time: This measures the time it takes from initial contact with a lead to final conversion.
AccountManagement: An AccountManager is responsible for nurturing and managing relationships with existing clients to ensure their satisfaction and maximize revenue opportunities.
Cay Gliebe: I would say that people from Missouri, they’re the show me state. ” I’ve heard some people describe it as revenue enablement, which implies not just the buying process, but the overall, how do you enable the lifetime value across accountmanagement and customer service teams as well?
Jake Dunlap : I went to college at Missouri State University. Every accountmanagement team should be using one of these tools. Email me or contact me on LinkedIn to learn more. We focus on engagements, measurable impact, results, and making sure that we’re driving business outcomes, not analysis and assessment.
Jake Dunlap : I went to college at Missouri State University. Every accountmanagement team should be using one of these tools. Email me or contact me on LinkedIn to learn more. We focus on engagements, measurable impact, results, and making sure that we’re driving business outcomes, not analysis and assessment.
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