#5 ‘IMPORTANCE OF DEVELOPING MULTIPLE CONTACTS IN ACCOUNTS’

INTERESTING SENIOR EXECUTIVE SUMMARIES
FROM the 1990’s
Michael Marshall
‘The Business Doctor’

 

Number 5
‘THE IMPORTANCE OF DEVELOPING MULTIPLE CONTACTS IN EVERY ACCOUNT ON AN ONGOING BASIS’

 

Studies show that out of 1000 contact you may have in your accounts, 453 will not be there within 1 year.

The majority of these people will move on to other jobs in other organizations.

This means that is an average of 45% turnover in key contacts yearly.

It is important to have multiple contacts including assistants to any management level contacts.

These assistant level contacts can help you build business relationships with the new replacements as well as they may be the next in line for the replacement.

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