by John Doerr

Bringing in new customers is expensive. According to research by Fred Reichheld of Bain & Company, it costs 6 to 7 times more to acquire a new customer than it does to retain an existing customer.

In our own work, we regularly find companies have significant, untapped opportunities for growing existing accounts.

Yet cross-selling, up-selling, and growing accounts is a major challenge for many companies.

In our research, The Benchmark Report on High Performance in Strategic Account Management, we looked at what high performers in strategic account management do differently than the rest to grow accounts. These 5 keys show the starkest difference and have the greatest impact on cross-selling success.

http://topsalesworld.com/sales-library/articles/5-keys-to-cross-selling-success/