How to Tackle the Hidden Killer of Account Growth

How to Tackle the Hidden Killer of Account Growth:

All the strategies. All the meetings. All the planning.
All the effort you put in to maximizing your sales to existing accounts will be for naught if you don’t first talk about, and then do something about, this hidden killer of account growth.
Your people don’t trust each other.
We don’t mean everyone thinks the guys down the hall are all lying, cheating, sniveling Salty Sams. It’s often more subtle:

• Your account leaders don’t know enough about the other areas of your business and how they operate to trust them with their most important relationships.
• Your account leaders don’t know enough about what the other areas can help clients achieve to believe that their clients will be thrilled if they buy it.
• Your account leaders have been burned in the past by bringing other people (or, perhaps, specific people people) in, so, whether consciously or not, they avoid broadening the conversation.

Then again, it could be Saltysamism. It could be they doubt each other’s competence. Or that the product they sell isn’t so great. It could be a host of issues.