10 ways to make the most of your key accounts

04/16/2012 | Sales Benchmark Index

Get the most out of your lead-generation efforts when you incorporate existing customers and key accounts into your prospecting plan, writes Vince Koehler. Sales teams often miss the opportunity to cross-sell or up-sell products and services to existing customers, which can be a viable way to increase sales, and instead seem to focus only on acquiring new clients.

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