How to protect your best accounts from the competition

By Dave Kahle

l-IUESTION: Because of the slow\]down in my market. my comperitors are trying to gain business anywhere they can. They are more active in my good accounts then ever before. How can I protect my good accounts from the competition?

Great question. This is a major threat to your business. The Paretto Principle, also known as the 80/20 rule, dictates that for most salespeople, 20Vo of their customers produce 80Vo of their revenue. If that is true for you, it means that losing one of your good accounts to the competition

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