When you first meet them, they are charismatic, curious, and always ready to help. They excel at developing relationships and use them to leverage what they need to succeed. They can often view the rules of engagement as suggestions, or meant for someone else. And,...
It’s important to differentiate your strategy between existing customers and prospects. In one case you are looking for both retention and growth, in the other you are asking them to change their buying habits. The role of the sales leader is to be available to learn,...
The rate and pace of change in customer buying behavior and print capabilities has accelerated. As you examine the relationships you have with your best customers today, take note of the things that may have changed over the last several years and what you can learn...
Learning from your customers can lead to better account retention and new business opportunities. The first thing to learn from your customers is why they selected you in the first place. They had many choices, including the option to stay with the incumbent supplier....
Sales, sales, sales. As the economy begins to take off, you are doing all you can to win your share of the business. How is that going? Granted, business in your region may not be at 100% yet. And as time goes by, there may be parts of the business that never fully...
I encourage you to re-visit Your Sales Team, Today and Tomorrow and Re-Think Your Sales Approach, Part Two. These two posts were based on a premise that the markets have changed and your customers have changed — can you say the same about your sales efforts? These...