Discover how to build long-term client relationships with Celonis
It’s always the straightforward-sounding jobs that hide some of the most difficult tasks. Take account management as an example. The brief: retain the client, grow the opportunities. The reality: knowing what the client wants before they do.
Account management needs a strategy
Far from a one-time transaction, great account management builds long-term, mutually-beneficial relationships. And there is no shortage of tactics that account management can throw at customers to get there: service and support, cross-selling, up-selling, and exclusive offers. But they need a strategy to make them stick.
A strategic approach will account for customers’ needs over time, create customized products and solutions, and even understand their pain points before they do. It will make retained (highly profitable) business a no-brainer.
The C-suite knows this. Gartner reports 70% of CSOs are either considering or already investing in a dedicated sales development team and 72% of CSOs marked improving pipeline creation as their top priority.