Take the Long View

It’s a lot easier to make additional sales to existing clients than it is to get new customers. I'm often amazed when I talk to entrepreneurs – they can tell you all about their lead generation and customer capture processes; however, as soon as I ask them about account development, they freeze. Account development is one of the most overlooked (and vital) aspects of running a successful business, and your revenues will skyrocket if you develop and follow a strategic plan to improve what is called the “lifetime value of the customer.”