Sales and marketing has long suffered from a split personality. This is often described in terms of the hunter and farmer. The hunter persona generally typifies the traditional view of the sales professional that aggressively seeks out customers in a proactive manner and rules supreme when there is buoyant growth in the economy. The farmer [...]
Over the past decade companies developed an almost insatiable appetite for new customers. Meeting this need required more salespeople, campaigns and marketing. The irony is that most businesses would not have needed so many new customers if they could have kept more of those they had won. A whole industry has developed to meet the [...]
One of the most effective and immediate ways to boost the pipeline and ultimately sales is to ask customers for referrals. Yet it is so often over-looked, with less than 10% of sales people actively using customer referrals to sell. The ultimate measure of a customer’s satisfaction is his/her willingness to recommend you to others, [...]
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