The myth of great relationships
How “great relationships” can harm sales
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Dave Kahle
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2. Strategically build relationships. Focus on building personal relationships with those key people in the higher potential accounts. The focus on the account comes first, the relationship follows—not the other way around.
3. Look objectively at where time is spent. If account revenue is not growing or gaining sufficient income, make a strategic and cold-blooded business decision to demote them.
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Dave Kahle
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