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Retaining current customers costs 6-7x less than acquiring news ones, and improving customer retention rates by a mere 5% can increase profit per customer by 25%-95%. So it makes sense that top companies focus on building relationships, increasing loyalty, and selling more to current customers as a growth strategy. Based on our extensive research in strategic account management, we've identified 10 steps you can take to replicate their successes.

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In Insight Selling: Surprising Research on What Sales Winners Do Differently, we reveal the results of our extensive analysis of over 700 B2B purchases from the buyer’s perspective. In our research, we found that sales winners consistently exhibit behaviors on three levels: 1. Connect 2. Convince 3. Collaborate In this infographic, we share the road to becoming an insight seller and what you need to do in each level to maximize your sales results. And if you want to know more about our research and findings, be sure to pick up your copy of Insight Selling by bestselling authors Mike Schultz and John Doerr: http://bit.ly/1j5Cvil.

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