#94: Want Account Growth? Make Your Business Indispensable

Today’s market is complex and unpredictable, but one thing is certain — retention matters more now than ever before. By embracing the role of a trusted advisor and focusing on overall profitability over top-line growth, sales leaders can navigate the rollercoaster days ahead.

In this episode, Andee Harris sits down with Marinus Maris, industry veteran and VP of international sales at Challenger. Marinus provides a unique perspective on the current landscape of sales culture, skills, and growth strategies. Drawing inspiration from his journey, Marinus provides details into the necessary shift toward profitable growth and the art of building and retaining customer loyalty.

In this episode, Marinus and Andee break down:

• Why focusing on profitability is the new norm in sales.
• How sellers can leverage curiosity, storytelling, and proactive account planning to achieve profitable growth
• Strategies that prioritize profitable customer segments for long-term growth