Key account penetration

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Key Account Manager/Senior Manager (Banking)

Key Account Selling – The Fundamentals

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Account penetration and development - Sales Management

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Every sales professional can recount a story from experience about a target company or account that despite their best efforts, was impossible to penetrate. There is no doubt that acquiring business from these organisations is difficult, but not impossible — after all, the current supplier got in! When a sales representative has made several outreach attempts and none of them have worked, the default response is to wait a few months before trying again.
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