I loved going to renewal accounts. We all “inherit” them as part of the “base” that companies start us off with, in the hopes that we will acquire new customers and build on this account base. As a newbie salesperson, you hope that you don’t encounter an earful about the “last rep” and the “lousy service” when you make that initial appointment with renewal accounts.
I think that’s why so many salespeople hold off visiting renewals until the red light is flashing and they are down to the deadline for renewal. They don’t want to deal with the past history of the account.
Account history for renewal accounts is one of the first things I investigated when taking over a new territory. [Read more...]