Three Essentials to Upselling in Large Accounts
Miller Heiman Group
JANUARY 31, 2019
On face value, that may sound good, but merely meeting expectations actually has the effect of making you, as an individual seller, indistinguishable from the rest. The 2018 Buyer Preference Study underscores this point: 57.7 Being buyer-centric with existing accounts requires excellent account planning.
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