Typically, customer base triage is conducted in reaction to a large number of customer casualties. These casualties are in the form of loss and/or defection to the competition. And this defection has been going on for quite a while. However, like a slow leak in a tire, you miss the signs that something is amiss…. [Continue Reading]
How to perform Customer Base Triage and Why It Matters
Do you have Stale Sales Processes ?
Your stale sales processes don’t need marketing facelifts applied-as-needed. It’s like putting aluminum siding on a brick house badly in need of tuck-pointing. I am not telling you anything new. You hope your latest marketing communications strategy boosts new products and services sales. Yet your business is built on selling products and services primarily to… [Continue Reading]
Renewal Business – Cultivate, don’t Ignore
Your renewal business is the bread and butter of your customer base. Whether you sell subscription or licensed services or whether you provide custom fabricated manufactured outcomes. Your renewal business customers represent loyal customers who believe in you as a businessperson of worth. Your partnership with their company has resulted in increases in efficiencies and… [Continue Reading]
Exclusivity in Your Customer Base
Creating exclusivity in developing your customer base seems counter-intuitive, doesn’t it? Especially at the beginning of the new sales year. You, and everyone else in the sales community, are out there churning and burning. Your goal is to identify, nurture, develop and close customers. That’s why you want to focus on creating exclusivity in your… [Continue Reading]
How and Why Your C-List Customers are Killing Your Business!
Are you desperately – and indiscriminately – prospecting and closing deals with C-List customers? Stop playing with those kinds of folks! C-list customers are not doing your business a favor. Instead, you are creating and reinforcing sub-par business development habits. Plus you are hanging out with the wrong folks: targeting C-list customers who won’t help your… [Continue Reading]
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