Category Archives: Strategic Sales Account Planning and Management

July 18th, 2012

Five Life-saving Ideas to Save a Strategic Account at Risk

Save a Strategic Account at Risk

One of your strategic accounts is at risk. Do you know how to act fast to neutralize the threat before you lose your customer?

In my last post, I discussed the importance of strategic accounts and shared five critical signs that a key account may be in trouble. Here are five of the best strategies we’ve seen work with our customers to preserve at-risk strategic accounts and the essential revenue they generate — before it’s too late.

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July 9th, 2012

Video Blog: Collaborative Account Development – A Functional Focus

Collaborative Account Development

When you view a key strategic account from your customer’s perspective, you find more ways to help significantly enhance the customer’s performance. Join Richardson’s SVP, Andrea Grodnitzky in this short video where she looks at the importance of linking your solutions to your customer’s goals and objectives and challenging issues. Learn more about Richardson’s sales training solutions at

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