Do Relationships Still Matter When Retaining Accounts?

We have Bill Hicks as a guest this episode. Bill is the Chief Relationship Officer for Ultimate Software. He is responsible for managing Ultimate’s ongoing relationships with 3700+ customers.  Previously, Bill served as Ultimate’s Chief Information Officer overseeing the company’s award-winning IT team. 

Some of what we are covering includes:

• Do relationships matter as much as they did several years ago as they do today in account retention?
• How do you enable your team to build these relationships?
• What sales organizational structure do you use to maximize the value of these relationships?
• What can an account manager do to build these valuable relationships inside current customers?
• How important is an account coach or champion inside?