Chapter 2Selling Only to Existing Customers
Laura has no peer when it comes to increasing business with existing customers. She maximizes opportunities within a department. In turn, those department leaders introduce her to decision-makers throughout the company. Because of this ability, she’s realized double-digit growth in previously stagnant accounts.
The problem: in three years with the company she has yet to open one new account.
Laura leaves notes In the CRM system about “stopping in to see” potential clients. Ellen, director of sales, reviews those account records and sees no mention of follow-up meetings. Furthermore, Laura routinely ignores the qualified leads she receives.
During quarterly reviews with Ellen, Laura amiably agrees to ...
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