The Pareto Principle, also known as the 80/20 rule, dictates that for most salespeople, 20% of their customers produce 80% of their revenue. If that is true for you, it means that losing one of your good accounts to the competition can be devastating to your business. But losing a good account impacts your business in additional negative ways as well. So, how do you go about protecting your most important accounts from the competition?
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