Develop a solid customer retention sales strategy. Create a compelling case for clients to do business with you the first time and in the future. This strategy is especially critical for companies whose products and services have longer lifecycles. Consider capital equipment manufacturers selling into today’s smart manufacturing plants. Product lifecycles can run anywhere from… [Continue Reading]
Customer Retention Sales Strategy is more than making Your Numbers
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]
Leverage SMB Customer Success Stories to Grow Business – Part 3
Create, tell and leverage SMB customer success stories to grow your IT channel sales team’s business. Start by gaining clarity regarding the difference between selling to the enterprise decision maker and selling to SMB (small to midsize business) decision makers. Choose your market entry strategy and niche wisely. Then learn how to tell your story… [Continue Reading]
Customer Loyalty and Your Renewal Scenario
Where does customer loyalty enter your sales strategy? Most sales cultures focus on higher compensation for new customer acquisition. That often leaves your existing customers as somewhat of an afterthought as you race to meet Q4, year-end sales quotas. If your renewal scenario is based on shoving last year’s contract under your customers’ noses, with… [Continue Reading]
The Fine Art of Selling Technology
Recall the last time you attended a concert, whether classical, country, rock, blues, jazz. You anticipate the event. You enter the concert hall, take your seat, hear all the buzz of excited concert-goers around you. The atmosphere is charged and the concert has yet to begin! The artist walks onto the stage. Everyone jumps to… [Continue Reading]
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