A large number of my clients this year are looking to grow and retain their existing account base. They want to grow and retain those existing accounts at the highest level possible in their marketplace to better serve them and provide more value.
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There was an expression that I heard years ago from Alan Weiss, where he said, "Generalize and thrive."
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Today, I have a challenge for you. I want you to throw out all notions that all micromanaging is bad because in fact, micromanaging your sales team can be a good thing.
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Is your business experiencing wild swings in revenue? This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues. What?! Let me explain.
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