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How a Sign Company Scaled Past 20 Million by Fixing Account Management
In episode 153 of Scaling Up, Lucas and Luna dive into the story of BrightSign, a sign and graphics company that hit $22 million in revenue by overhauling its account management. Founder Dana Whitfield reveals how she moved her team from passive order-taking to proactive consultative selling, implemented a new CRM and client scorecard system, and stopped the churn that was holding the business back. The hosts break down the exact process: how BrightSign segmented its book of business, trained its account managers to spot growth opportunities, and built a quarterly business review that clients…
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