Continuously execute a translational IoT strategy for client acquisition and retention.
Translational strategy is, what I consider, The New Norm for value creation. Especially within the industrial Internet of Things (IoT) ecosystem.
A bold statement, eh?
What a difference a year makes. My lead blog post for 2016 was titled: The Connected Customer, The New Holistic Norm. Today, and moving forward, it’s a given. Every customer is a connected customer in the globally competitive IoT business ecosystem.
A translational IoT strategy keeps you continuously and conscientiously connected to connected customers. Not only that. You remain continuously connected to all pre- and post-sale, and pre- and post-project, resources, too.
A translational IoT strategy is best executed through the competitive advantage of developing a deep and rich network of multi-disciplinary allies.
Keep ahead of the competition, courtesy of an innovative network of IoT collaborators. Continuously reconfigure and redeploy on behalf of your customers.
A translational IoT strategy brings clarity to IoT data chaos and targets customer retention.
Customers are overwhelmed by the tsunami of data streaming off connected devices. Clients require guidance and resources to lead them out of the industrial IoT noise and confusion and into the light of strategic clarity.
Your job, as a Businessperson of Worth, is to bring translational value to your customers’ business tables.
To translate value, move away from products- and features- centric sales processes. There is no enduring value in that transactional, self-serving tack. Instead, envision closing the first sale as a building block for continuously executing enduring post-sale business outcomes for customers.
The result? Capturing customer success stories. Articulating these stories for customer retention.
That’s the value of creating and executing a translational IoT strategy.
I challenge you to create a translational IoT strategy for customer retention.
Wrap your brain around these 3 questions. Let’s put our heads together and collaborate, shall we?
- How equipped are you to become a sought-after Translator of the New Norm for new and current customers?
- Do you have the processes and discipline to become a resource for translational value for your customers?
- Who are potential interdisciplinary business partners to collaborate with, in executing a translational IoT strategy?
You can’t move forward until you understand who and what is holding you back. Most of the time…. It is YOU and your devotion to the status quo.
I understand. Right now, you are torn between The Way Things Have Always Been and The Way Things Need to Be. That question has been nagging at your conscience throughout the last year, hasn’t it?
Snap out of it.
Put yourself in the shoes of your dazed and confused customers, wrestling with the data-driven chaos of the industrial Internet of Things ecosystem. They need your help. Now!
Your connected customers need to understand What Might Happen and develop the ability to plan for What Really Should Happen.
How will you and your team help clients achieve that goal? Developing that translational roadmap is the heart and soul of a translational IoT strategy.
Take small steps forward, continuously, out of IoT chaos into the clarity and light of translational IoT strategy. Refine your ability to not only acquire customers, but also to retain them. That strategy is your New Norm in the industrial IoT ecosystem. Let’s get started, shall we?
Take the next steps.
- Subscribe to the Sales Aerobics for Engineers® Blog via the red Never Miss An Article box . Receive new posts on customer retention, tech workforce hiring strategy and team collaboration.
- Download free resources, including White Papers, Study Guides, and Interviews to catalyze your organization’s strategy for retaining customers.
- Are you an Owner, CEO, VP, decision maker or manager? Book a brief consultation with Babette at info@salesaerobicsforengineers.com . What are you waiting for?
Babette Ten Haken writes, speaks, consults and coaches about collaborative value creation for customer success and customer retention. She connects the dots between strategy and execution.
Babette works across leadership, human capital / HR and teams focused on the industrial Internet of Things ecosystem. Her focus? Creating enduring business outcomes. Babette’s playbook of technical / non-technical collaboration hacks, Do YOU Mean Business? is available on Amazon. Visit the Free Resources section of her website for more tools.
Image author: Ion Chiosea Image source: Fotolia
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