Maintaining contact with accounts provides many benefits for an organization, and salespeople play a huge role in setting the foundation for a long-term relationship between two companies. Today, Brian Walsh draws on his wealth of experience to explain what reps must do to keep their organization tethered to accounts. Topics of discussion include:

• Having a mindset of long-term growth and lifetime value.
• Laying the necessary pre-sale groundwork to remain tethered to an account post-sale.
• Positioning yourself to be able to ask the buyer for access.
• Avoiding mistakes reps often make when trying to stay tethered to accounts.
• Additional strategies to stay in touch with customers.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Getting to the Economic Buyer | Ascender Course
• How to Add More Value to the Sales Process | Ascender Article
• Building Up Your Referral Business | Ascender Video
• Time to Value | Podcast
• What the Best Salespeople Do | Podcast

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