Some customers are more important than others.
In sales and marketing, we often talk about customer segmentation in the context of prospecting. The practice often starts with dividing potential customers into groups according to firmographic criteria such as geography, size, and industry.
Are sales managers coaching reps to the right outcomes?
What is more important in sales, closing deals or building pipelines? I would say the answer is both, but the actions of sales people on average seem to say differently. Why is that? Are sales managers coaching to the right outcomes?
How to survive the pandemic as a sales trainer
Almost nobody expected 2020 to turn out like it did. At the end of 2019, we were all dutifully making our annual plans for the coming year, projecting revenues, segmenting markets, doing all the things that good sales departments do.
Customer experience management – sustaining symbiotic value
Client loyalty can eventually span a lifetime, but to make it more attainable, we should take it one step at a time. Whatever situation we’re in, good or bad, we must ask ourselves what we refer to as the Loyalty Question: “What am I doing right now that will make the customer come back the next time they need what we sell?” It’s not about a lifetime. It’s about the next time, every time.
What is strategic account planning and how does it drive growth?
What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers.
A new normal - or a better normal?
It’s become common for commentators to refer to the fast-evolving reality of B2B selling as the “new normal”, and I’ve often used this phrase myself. But in some interpretations, seems to imply an acceptance that we’re going to have to learn to live with a situation that is somehow worse than what we had before whilst we strive to get back to the “old normal”.
