I recently read a research paper from the US market that stated more and more sales teams are relying on renewals in revenue from their existing accounts which is giving them around 70 per cent of their annual sales revenues.
On one hand this sounds like good news. Sales teams understand the importance of retaining existing business with their clients You’ve got to ask yourself though, what does “retaining existing business” really mean? Are the salespeople just holding onto what they c
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