Sales Cookbook – Account Management: Nurture and Develop Clients
by Hélène Pielmeier
July 26, 2017
July 26, 2017

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The customer base of language service providers represents the most critical part of their business. Successful LSPs rely on superior deliverables, responsive customer service, and developing strong relationships with clients to retain and grow these accounts. This module of the CSA Research “Sales Cookbook” guides LSPs on how to grow and retain clients when your business developers fill the role of both business developer and account manager.

Who Should Read This
Executives, sales managers, account managers, marketing managers, production managers, and operations managers involved in overseeing the existing client base

  • Why Investing in Account Management Matters
  • Plan Your Growth through Managed Accounts
  • Decide on a Client Care Structure
  • Refine Your Messaging
  • Adapt Your Sales Approach
  • Takeaway: Manage Accounts to Retain and Grow Them

Sample Questions We Address
  • How do you balance “hunting” vs. “farming”?
  • How can you estimate the upcoming revenue from existing accounts?
  • What’s the best profile for account managers?
  • When should you transition new accounts away from sales?
  • How do you refine your messaging once you’re into an account?
  • How do you expedite the client-LSP journey to create evangelists?
Other Titles in This Series
This file is part of a 12-piece series.

  • Industry Providers
  • Sales_Cookbook
  • Technology Vendors

Pages: 25

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