With Major Accounts, Retention is not a Noun

Tiara Jenifer

[Top Sales Magazine]

We’ve all heard the compelling statistics. Most selling organizations derive 80% of their revenues from 20% of their clients – the Pareto Principle. Acquiring a new major account is up to 20 times more expensive than keeping a current one. And even a small percentage increase in a firm’s overall major client retention rate has an exponentially positive effect on revenues and profits, delivering value to all stakeholders.