Bob Miller
(Episode 325; 17 minutes 45) Bob Miller, co-founder of international sales consultancy Miller Heiman, says many companies fail to effectively manage their key accounts. The impact of losing one of these accounts is not just financial, it can also have a marked effect on your company’s reputation.
In today’s BTalk Australia Bob tells Phil Dobbie how businesses often have too much focus on obtaining new clients, rather than up-selling and retaining their current customers. He explains how companies need to organise themselves to manage and retain their key accounts.
Robert (Bob) Miller is visiting Melbourne later this month (Sep 2009) for the “Optimising the Sales Force” conference.
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