Entries by Margot Howard

The Psychology of the Change Curve – The Top 3 Mistakes Account Management Leaders Make When Implementing New Strategies

Change is difficult whether it is personal or work-related. Organizations also struggle to successfully guide their employees through change. Studies have shown that 70% of change programs fail to achieve their goals, mostly due to employee resistance and lack of management support. But when people are committed to change, success is 30% more likely. To […]

How to Turn Customers into Advocates

Existing customers are more profitable and easier to sell to than entirely new prospects according to a study by Bain & Company. Increasing customer retention by as little as 5% increases profits by 25-95% while the probability of selling to an existing customer is 60-70% versus 5-20% for a new prospect. Your current customers buy […]