In a prior post I outlined the 5 key questions to develop a relationship strategy and in the last three posts I explained #1: Who Matters?, #2: How Do They Think? and # 3: What is your Current Relationship? Now we know our starting position. In this post I will help you to understand the difference between…
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…
There is an old adage that says: ‘Companies don’t buy, people buy.’ The message is that, in order to get a company to buy something from you, you have to get the people in the company to buy. Of course, this is true, but I don’t subscribe to the notion that the two are disconnected.…
