Congratulations, You Landed the Big One! Now What?

September 20, 2016

All sales reps dream of landing the big one – that big, expensive deal with a marquee account that makes their number this year and sets them up for success for years to come. As recognition of the potential value of large, named, strategic or global accounts, many sales organizations have teams dedicated to these accounts. But all too often, the focus is only on the acquisition component – that first big win – without a consistent process for retention and growth that includes collaboration between sales, marketing, product, customer success and other functional groups.

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