When I was a sales rep and I closed a big account, the euphoria generally lasted about a half hour. I’m talking about the BIG deals, the ones with long sales cycles, complex solutions and multiple layers of decision makers. The euphoria ends when the realization of the next steps sets in. For the industries [...]
Archive for the ‘Customer Management’ Category
The Work Starts After The Sale Is Completed
Posted in Business, Customer Management, Sales, tagged Business, Customer Management, Sales, Sales Implementation on September 10, 2009 | Leave a Comment »
Can You Make Tough Love Decisions and Salvage Your Customer Relationship?
Posted in Business, Customer Management, Sales, tagged Business, Customer Management, Firing Customers, Price Increases, Sales on September 8, 2009 | Leave a Comment »
I had a discussion recently about the challenges of organizational disconnect when it comes to “tough love” actions with customers. Examples of this would be pricing increases, changes in service parameters or firing customers (for lack of a better phrase). In and of themselves, these are fundamental facts of business but there are implications to longer-term relationships [...]
Can You Have Too Many Organizational Priorities? Part 1
Posted in Business, Customer Management, Leadership, Organizational Priorities, tagged Business, Change Management, Customer Management, Organizational Change, Organizational Priorities, Strategic Change on July 5, 2009 | 1 Comment »
Can you have too many organizational priorities? Yup! Organizational priorities generally trickle down to management objectives and when those objectives become another full time job and/or completely take your focus off the primary job, you’ve got too many. It’s like shooting fish in a barrel. How well does that really work when you could just [...]
Can You Say No To A Customer?
Posted in Business, Customer Management, Sales, tagged Business, linkedin, Sales on May 26, 2009 | Leave a Comment »
Yes. Well, I thought about ending the blog with the word “yes.” Instead, I will keep this post short. Saying “no” to a customer may seem like a callous thing to do but on the contrary, it is the best thing you can do for them, your business, your professional integrity. Saying “no’ may [...]
How Leaders Can Support Selling In A Down Economy
Posted in Customer Management, Leadership, Management, tagged Down Economy, Leadership, Sales on April 21, 2009 | Leave a Comment »
In a down economy, what are you doing differently? Equally important, do you know what your customers are doing differently and what they need from you? Business works differently in a down economy. Unfortunately, many companies lose their external focus during this time and in some cases, lose their long-term focus. In a down [...]
