There must always be a visible link between the supplier’s solutions and the customer’s success. However, suppliers cannot simply assume that customers will fully appreciate the value they are adding or the impact they are having…
Customer stories and case studies are the most powerful of sales aides. That is because we are all more likely to believe our counterparts that the claims of a salesperson. In a review of competitors for a client recently, we were struck by the poor standard of client success stories and case studies. So, here [...]
The order has been won. The selling is over, right? Wrong, it is just the end of round one. Well, that is unless getting the initial order is your only goal. If like most organisations you need to win the customer, not just the order, then there is lots more work to do. You need [...]
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