SPI INSIGHT: The Art and Science of Unlocking the Full Potential of Strategic Accounts

Our clients tell us that the cost of sale for acquiring a new customer can be up to ten times more than for developing business in an existing account. Increased profitability of business over the life of a retained customer is why most organizations are allocating more resources to sharpen their customer retention and growth strategies. But not all are doing this in a disciplined and systematic way.

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