In many B2B companies, the account review has become a ritual of reassurance, where scheduled renewals, steady responsiveness, and a passable dashboard can make a relationship appear sturdier than it is. An account can look calm from a distance while the human connection inside it is already thinning: a client may attend meetings with less candor, a champion may forward materials with less conviction, and a sales team may know the company's objectives while knowing surprisingly little about the person whose trust the relationship depends on.
Alon Zaibert, the creator of Emotional Relevance™, methodology and the founder of AFZ Consulting LLC. has learned to question that kind of calm.
