CRM systems can spit out data quicker then we can download the latest app.
Our CRM enables us to look at the latest sales data in more ways than augmented reality or 3D technology. But like many of the thrillers or mystery movies that we get lost in, CRM data can easily take us down the […]
Building strategic relationships take time and involve building trust and respect. Building trust and respect means being consistent and doing the obvious things well.
I was talking with a consultant friend of mine recently and he reminded me that it often is not the smart analytics or process that we bring to the table that grabs our […]
One the best indicators is the state of your top clients. Ask yourself these five questions.
1. Are my top clients growing and am I keeping pace with their growth?
If your clients are growing and you are not, then there’s a strong chance you are losing market share and therefore share of wallet. That means someone is eating […]
What is a strategic partnership? So many times we hear the term “strategic” and “partnership” used, abundantly and wrongly. But if you put them together, what does it mean? How do you form one and know if it exists?
In this series of “How Do You Know You Have A Strategic Partnership”, my last three articles […]
What is a strategic partnership? So many times we hear the term “strategic” and “partnership” used, abundantly and wrongly. But if you put them together, what does it mean? How do you form one and know if it exists?
In this series of “How Do You Know You Have A Strategic Partnership”, my last two articles […]
What is a strategic partnership? So many times we hear the term “strategic” and “partnership” used, abundantly and wrongly. But if you put them together, what does it mean? How do you form one, can you, and how do you know it exists?
I count myself extremely fortunate to have not only worked for Coca-Cola for over 20 […]
How do we make sure we don’t lose the customers we can’t afford to lose?
The Top 10 to 20 accounts of any B2B organization typically represent 60-80% of revenue and profit. In some cases, they are as high as 95%. The consequences of losing one of these customers are dramatic, and in today’s business environment, […]
Over the past few years, I have realized the importance of process. If there is no process for doing something, then I invent one. For example, writing this article involves having a template. Once I have decided on the subject I’m going to write about I start to create the blog with a lead. Then I […]
I’ve been seeing quite a few references to the term Trusted Advisors recently, and I’ve been talking to people about what they think it really means.
The term seems to be applied more often than not to the field of consulting. However, I would suggest a Trusted Advisor is something we should all aspire to, […]
A few articles ago I wrote about the importance of listening to help develop better relationships. Careful listening leads to better understanding of our customers, and in my last article I posed the question “What Is The client’s Notions And Why Should I Care?” Both of these approaches are largely predicated on the fact that […]