Home Sales and Marketing Ask the Sales Doctor Multiple relationships within a client company is key
Multiple relationships within a client company is key PDF Print E-mail
Written by Marvin Montgomery   
Monday, 21 January 2013 09:50

During a one-on-one coaching session last week, I shared the importance of having more than one contact at a company. Have you ever lost an account because your contact moved to another position or left altogether?


You should have relationships throughout the company in three levels:

  • Top Management
  • Middle Management
  • Line Management

To connect with all three levels, go through your primary contact. Just let them know that it’s important for you to connect with these different levels in order to provide an effective solution.


When you only have one contact, it’s just a matter of time before that person moves on for one reason or another. Make it a point to get know other management levels in the companies that you currently have relationships with, as well as new business development opportunities.


MARVIN MONTGOMERY is an author, speaker and sales training consultant with more than 30 years of experience. You can ask the Sales Doctor a question at This e-mail address is being protected from spambots. You need JavaScript enabled to view it .


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