One of the most obvious reasons you should be building brick walls around your existing clients is to reduce the impact of aggressive competitor activity. While you are off flirting with seemingly more attractive and exciting new opportunities, your competitors will be targeting your “home base.”
Early in every sellers’ career, they learn to segment clients. They have As, Bs, Cs, and “everybody else.” What separates great sellers from others, is their ability to balance these segments and manage their relationship with each.
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