In a previous post I outlined the 5 key questions to develop a relationship strategy and in the last two posts I explained #1: Who Matters? and #2: How Do They Think? In this post I will help you to understand the current state of the relationship so that you know your starting position. What Is…
In a previous post I outlined the 5 key questions to develop a relationship strategy and in the last post I explained #1: Who Matters. In this post we will try to get inside the mind of the customer as a key element of the relationship strategy development. How Do They Think? Once you have…
In a previous post I outlined the 5 key questions to develop a relationship strategy. Here I delve more deeply into #1. Who Matters? (Who are the Key Players?) Everyone, of course – everyone matters. That’s the first point to make and something to always remember. Respecting everyone and being open to how you can…
Building long-term relationships in business matters. To succeed you need to understand how the company works, the relationships between the people, and the politics of the organization. When you access the right people in the buying committee and deliver personalized value messages (and substance) your likelihood of sales success is dramatically higher. In the next…
In previous blogs I described both the symptoms – the Bad Things That Happen – that point to sales problems, and the underlying causes of those problems, in Level 1 and Level 2 sales engagements. At Level 1; if the customer purchases your product it is not going to fundamentally change their business; the impact…
As you may have seen elsewhere, I spent a lot of the summer of 2017 writing my new book. (If you are reading this before November 6, 2017, and you are going to Dreamforce, I’d love it you could join me at book launch party – Nov 6, 7pm, Novela, San Francisco). The book –…
