Читать книгу Never Say Sell - Tom McMakin - Страница 38

The third opportunity identified by successful experts to grow key accounts is to do more of what we have already proven we can do for that client, but to do it with new buyers within the client. In a way, this often feels like marching across a client's various verticals or business units to see whether they might also benefit from our help. We call this EXTEND work: helping other buyers – often parallel to our current buyer – in the same way we're helping our current buyer.