While most account managers rely on “above and beyond service” as the surest way to drive growth, Gartner research indicates they’re doomed to fail - not because of underperformance, but because of faulty logic. In studying the drivers of growth with existing customers, we found no connection between customer satisfaction or “delight” on the one hand, and likelihood to grow on the other. As an alternative, the best companies rely a completely different strategy of account management altogether. Are your account teams equipped to engage customers in this manner? Find out from Brent Adamson as he shares the latest findings from Gartner’s B2B sales research.