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 [...]
The main difference between account management and account development is the focus on client success. So, the right question is not ’how are we managing the account?’ but ’how are we helping the customer to succeed?’ Account development is a long-term proposition and views relationships as more than the sum of individual contracts or projects. [...]
If the sale was complex – with multiple stakeholders, competing requirements and decision making factors – then delivery post sale is likely to be every bit as complex. However, although the challenges involved in successfully delivering a project are as great as those involved in winning the order in the first instance, many company are [...]
Sellers should ditch the old-fashioned notion of loyalty among customers. Loyalty is best left to football supporters and fan clubs. When it comes to winning the next order sellers must expect buyers to make a cold and rational business decision regarding who can deliver the greatest value to their business. Sellers who assume otherwise are [...]
© 2012 Repeat Sales Insights. All Rights Reserved. Contact The ASG Group