You cannot grow your business with a particular client if you're relying on a singular point of information. Growth comes from not only the quality of contacts, but also your quantity of contacts in a particular organization.
If members of your sales team are not diversifying their contacts within an organization, it's time that you ask them to start doing so. The truth is, your team needs to be increasing their engagement or "infiltration" with their clients if you have any hopes of growing your business within your existing customer base.
What's the best way to begin practicing this? Start building an organizational chart.
When a member of your sales team meets with a buyer, either in person or on call, get them to ask this one simple question:Learn More