Adding selling pressure to the functional responsibilities of front line and back end service teams can backfire. First, these teams are not hired, or trained, to sell. Next, these teams may not have time to sell effectively, especially when actively serving customers. In taking my storytelling speaking programs and workshops to organizations and associations like… [Continue Reading]
Why Selling Pressure impedes Service Delivery Quality
Retaining IIoT Customers or just Cross and Upselling Them?
How many of you perceive retaining IIoT customers as a sales strategy, rather than a business model? Let’s face it. Retaining customers is an important part of growing, expanding and sustaining your business. After all, having a loyal base of retained customers who love doing business with you is really profitable. However (and you knew… [Continue Reading]
Got an Industrial IoT Sales Strategy for Today?
You need an Industrial IOT sales strategy, no matter what your sales teams are selling in today’s B2B (business-to-business) ecosystem. Why? While winter may not be coming, the Industrial Internet of Things (IIoT) is already here. Your sales folks are continuously colliding with current and prospective customers who are wrestling with the unforgiving pace of… [Continue Reading]
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