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Treat Every Customer Like a Strategic Account

May 20, 2014

What percent of customer accounts are designated as “strategic accounts?” The answer is likely 20 percent because 80 percent of your revenue probably comes from this top tier of customers. While it makes sense to focus on the customers that generate the most sales, how much revenue are you missing in the long tail?


Sales teams now spend significantly more time on data entry and manual analysis … and too little time on identifying and pursuing new growth opportunities in “non-strategic” accounts. This whitepaper discusses why this is such a pervasive problem and provides a new perspective on how you can help sales reps treat every customer like a strategic account.

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