We've spent a lot of time nurturing the customer. We've discussed their … [Read more...]
Tag: Customer Experience
Buying Isn't Important, It's The Results Of Buying That Are Important!
Before You Can Create Value For Your Customer, You Have To Know What Value You Create Posted on November, 2011
Having a differentiated value proposition, creating value for your customers is … [Read more...]
Performance Management Friday --- Customer Retention/Customer Attrition Posted on November, 2011
Usually it's easier, and cheaper to sell to a current customer than to acquire a … [Read more...]
Who Is The Beneficiary Of Sales And Marketing Automation? Posted on November, 2011
I had the privilege of participating in a fantastic roundtable at Focus.com … [Read more...]
Do You Know What Should Be Keeping Your Customers Up At Night? Posted on November, 2011
There it is, that old stand by question, "What keeps you up at night?" There … [Read more...]
Unsolicited Email, Cold Calling, Prospecting, Nurturing...... Posted on November, 2011
So this is what's happening this morning. I start the morning looking at … [Read more...]
Customer Service Is Overrated! Posted on October, 2011
I was reading an interesting discussion on customer loyalty at Focus.com. The … [Read more...]
Performance Management Friday -- Wallet Share Posted on October, 2011
This week we'll focus on a metric critical to major, global or key account … [Read more...]
Sales Transformation--Without The Customer Posted on October, 2011
The other day I was reading a very thoughtful piece, from someone I respect. It … [Read more...]
Innovation And Improvement -- Whose Job In Sales Is It? Posted on October, 2011
Before I jump ahead, let me first tackle the basic notions of innovation and … [Read more...]
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