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Rethinking Your Sales Role
I once had a landscape management customer who told me that my company would have her contract as long as one of the owners of my company personally looked after her properties. In other words, she didn’t want to trust her properties to an account manager who may not have the same level of dedication as an owner. She went on to say that she fully expected our business to grow to the point where we would rely on non-owners to handle large commercial portfolios like hers. In fact, it did. She was simply letting us know in advance that when we reached that point in our growth, she would no longer be a customer.