It just could be that client retention folks are the best salespeople in your company. You know. Professionals involved in the post-sale care and feeding of newly-acquired customers. And the pros responsible for designing (and reworking) and implementing and maintaining what new and current clients ordered. Also, the people who directly answer client questions throughout… [Continue Reading]
Are Client Retention Folks the Best Salespeople in Your Company?
An Elegantly Simple Discussion – The Entrepreneur’s Customer Conversation
This morning’s coaching session with some talented technical and business entrepreneurs focused around talking to customers. So what else is new? Well, customer conversations are new. They are not a “pitch”, they are not just a value proposition, and they are not about you and your product and your solution. There’s an anthropology to these… [Continue Reading]
The Curious Case of the Sales Engineer
Casting calls require you to specify whether you are auditioning for a role which calls for singers who can dance or dancers who can sing. While being a sales engineer is hardly a song-and-dance routine, many SEs wonder just what role they are supposed to play in the business development process. If you are a… [Continue Reading]
Moving Forward by Looking Backward?
I was listening to Michigan Radio, an NPR station, yesterday evening. There was a well-produced local piece about the Midwest economic recovery. The reporter, Dustin Dwyer, asked his listeners a thought-provoking question: “What will happen to the transformation of the Midwest economy when we do finally recover from this horrendous recession? Will we go back… [Continue Reading]
Tipping Dominoes
Remember what you were doing in September 2008? That’s when the sales paradigm, and the global economy, broke into a million little pieces. And all the kings horses and all the kings men are still re-assembling the component parts. But not the same way, ever again. For those of you still waiting for things to… [Continue Reading]
- 1
- 2
- 3
- 4
- Next Page »
Follow Us!