Your existing clients represent some of your best new business opportunities, especially in a difficult marketplace. Existing customers are a prime target to accomplish several hot topic goals: sell more products and services, reduce the cost of sales, and enhance customer engagement and loyalty. Protecting and growing your current account base is a sales leadership priority. But how do you make that happen in a systematic and structured way? PeopleMetrics and Miller Heiman have identified four priorities to help businesses do this:

First, Build Multiple Strong Relationships

One of the first steps to effective cross-selling and up-selling is to identify and engage all the people in the buying chain at your client organization. As the chart below shows, decision makers