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