Ready to grow your business? Learn how sales and relationship management with current clients unlocks untapped growth opportunities and referrals.
Use Strategic Account Management to Increase Revenue
Sometimes the key to business growth can be as simple as changing your attitude or your belief system. Many business owners want to increase their business and put all of their focus into growing their revenue by growing the number of new clients they bring in. But what if there was an easier way? In this video, sales consultant Rob Lime shares how you can grow revenue by growing the business you get from current clients. It is not usually a problem with sales technique that holds people back from doing this, but rather an attitude or belief problem. Rob shares that by focusing on strategic account management, and selling the same way we do to new accounts, you will see an increase in revenue.
Discover Lushin's approach to focus on personal improvement for sales mentoring
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Video Transcript
Entrepreneurs, CEOs, and presidents: Often, a big part of their strategy (and why I'm talking to them) is growing their businesses from a revenue perspective and new clients. In that line of thought, we often neglect the clients that we already have.
Whether it's internal referrals, external referrals, family tree subsidiary companies, or other ways, there are all kinds of ways people who already love us can help us get more business. Sometimes, that's where the most opportunity lies. Interestingly enough, our salespeoples' problems usually aren't from a technique or tactic standpoint.
It's usually an attitude or a belief system. We're afraid to ask our raving fans for more business because we should be grateful for what we have. Or we're afraid that if we ask them for more business or help meeting somebody else at another company or an internal referral, issues they have with us will bubble up that we're uncomfortable talking about.
We need to focus on strategic account management and apply the same skill sets, philosophies, sales cookbooks, and infrastructure that made us successful in growing the business from a new account standpoint to strategically managing our current accounts.
