Why You Must Have More Than One Contact at an Account

By Mark Hunter (The Sales Hunter)

Why do we allow ourselves to risk all of our business with an account based on the relationship of a single person?

It’s sad, but that is what happens with far too many account management/selling relationships. SJP

It starts with the salesperson finding a little bit of success with their contact at the account and it never moves beyond that single contact.

Unfortunately, I’ve watched it too many times with the companies I’ve worked with and yes, I’m occasionally guilty of doing the same thing.

Challenge is in seeing the need to expand the relationships when everything is going good.  Strategy I recommend and the one we use in our own company is making sure that with each account, we have at least two contacts.

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