Category: Managing Accounts

Client Retention Photo: Christina @

Bolstering Client Retention in the Age of COVID-19

2020 has been a scary year for people in sales roles. You have had to adjust to working remotely close to, if not, full-time. Deals are tougher to close via video sales calls. And your current clients are tightening their purse strings and cutting expenses wherever they can until the economy turns around. Could your product or service be the next cut?

listentocustomers Photo:

Continue to Listen to Customers During Risky Times

If you are still hiding from your clients hoping that staying off their radar will keep them from cancelling their account with you, you are only hurting your business.

Former Clients

How to Win Back Customers from Competitors

There is no such thing as a sales career with clients who stick around forever. No matter how hard you try, your client’s needs will change or they’ll be won over by another salesperson and they’ll eventually become former clients.

Sales Pipeline

Navigating Inside and Outside Sales in a Pandemic

Since the pandemic first hit its full swing in March, most sales reps throughout the country began to worry about their sales pipeline. The longer COVID-19 remains at large, the more difficult it will be to maintain a healthy pipeline and, therefore, steady sales.

buying behavior

B2B Buying Behavior Has Changed, Study Finds

Client behaviors have changed quite a bit recently; what can you expect from B2B buyers now and in the near future?


What’s Your Plan for Next Year’s Account Renewals?

When you’re in charge of managing accounts, annual renewals loom large on the horizon. This is a perfect time of year to think about how to manage your renewals in the next 12 months.


Dos and Do-Nots of Asking for Referrals

Asking for referrals is necessary but can be tricky. Some salespeople may feel awkward about asking for praise from clients, even though it will help influence new business in the future. There are also times when you may think you can ask for a referral, but it would be in your best interest if you waited.

Don't Stop At the Sale: Tips For Continued Success

What got you into sales? For many, it’s the exciting thrill of pursuing, and winning, new business. But salespeople can be overly focused on a shiny new prospect, which can push their previously-won customers to the wayside.

3 Keys To Retaining Your Clients

What would you do if you lost your biggest client tomorrow? What have you done lately to ensure that doesn’t happen?


Top Tips on How Experienced Reps Make Quota

If you’ve been selling for a while, you probably think you’ve got your pitch and technique nailed. That may be true, but have you suddenly noticed you’re having trouble making quota?

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