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Episode 80 – The KARE Framework: A System for Managing Every Account in Your Territory
80% of your revenue comes from 20% of your customers. Most sellers already know this. What they don't have is a system for managing the other 80%.
In this episode, Josh and Dave introduce the KARE framework — a four-quadrant model for managing every account in your territory with intention, not just the ones you're comfortable with.
In this episode, you'll learn:
Why the Pareto principle creates a comfort zone trap for salespeople, and how most territories quietly shrink because of it
The four KARE quadrants: Keep, Attain, Recapture, Expand, what each one means, and who belongs in each
Why…
The skinny
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