These 18 ways create a more effective customer retention strategy. However, they are contrary to everything you have learned as a sales professional. Or a sales engineering professional, a customer service professional, or any other professional engaged in acquiring and retaining customers. Which is just about everyone in the organization. Sshhhh…. This is super-secret stuff…. [Continue Reading]
18 Ways to create a more effective Customer Retention Strategy
Become Comfortable being Professionally Uncomfortable
Today, let’s you and I have a chat about why it’s important for some of you to become comfortable being professionally uncomfortable. Think about it. Are you comfortable being professionally uncomfortable, or not? Regardless of your professional discipline, your level of education or your current job function, you either crave comfort or target discomfort, in… [Continue Reading]
Defining Transactional Table Stakes for IIoT Business? Why Bother?
The transactional table stakes for conducting IIoT (industrial Internet of Things) business defines customers’ minimum viable expectations from a vendor, supplier or consultant. Are you are a large enterprise, a startup, or one of many micro- and small businesses serving the IIoT space? Regardless of the size of your company, I have a question for you…. [Continue Reading]
Sales Engineering Collaboration is Frustrating!
Sales engineering collaboration sometimes seems like herding cats who reside on different continents. You cajole, compensate, threaten and throw your hands up in the air trying to get sales teams to collaborate productively and profitably with engineering teams. It’s a matter of how these professionals problem-solve. It’s a matter of how these professionals communicate. It’s… [Continue Reading]
How to achieve Success with your Sales Engineer
Where there’s a technical side to sales, more often than not there is an individual with the title of Sales Engineer. In my experience, these professionals are some of the most important resources I have in my competitive arsenal. When I work with sales engineers, I bring them into the equation early. We work as… [Continue Reading]
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