Customer unretention syndrome happens. Frequently. Typically at the end of each fiscal quarter. And it always seems to be a Real.Big. Surprise. Really? What are you crying about? After all, as a sales person, sales engineer or sales operations professional, you think you are doing a superlative job. Just by being busy being busy doing… [Continue Reading]
Customer UnRetention Syndrome results from 4 Sales Achilles Heels
Customer Retention Strategy leverages Renewals
Do you have a solid customer retention strategy in place? Or would you prefer not to think about this? Let’s say you work for a company with a selling culture that constantly pushes new business acquisition rather than customer retention (pretty much most companies). Every quarter you are caught between the proverbial new business rock and… [Continue Reading]
Do You have a Customer Attention Span Plan?
Creating a customer attention span plan can make or break a meeting or presentation. Understanding what to look for before and during a conversation determines whether you will be invited back to your customers’ business tables. A customer’s attention span can be longer – or shorter – than you think. Your goal is to avoid… [Continue Reading]
Holistic Business Strategy! Blog Roundup February 2016
Developing your expertise in holistic business strategy is the central theme for February’s blog posts. In case you haven’t noticed, Monday’s posts focus on Big Ideas. Wednesday’s posts are centered on holistic business strategy. Friday’s posts target professional development for tomorrow’s workforce and developing hybridized skill sets and mindset. Holistic business strategy takes a page… [Continue Reading]
Know Your Customer Teams
Customer teams are protective of their personnel. You may be interfacing with one buyer. They aren’t an entire buying team. The composition of customer teams is one of your client’s most closely guarded secrets, isn’t it? No matter how much empathy you have with that one decision maker, you know there are other decision makers… [Continue Reading]
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