Creating an Engaged Customer Community
The sustainability of your business is defined by your effectiveness at creating an engaged customer community around your current product offering. People today are not buying products simply because they like or value that product. They are purchasing products that they are also intellectually, emotionally, or communally connected to.
It is this attachment, or community, that [...]
New Revenues in Existing Customers
In yesterday’s blog post the discussion centered around business leaders and sales managers over-emphasizing the importance of new customer relationships and the source for revenue growth. The premise of the post was that the behaviors being encouraged and rewarded are transactional and not relationship based. Hence, these managers pay little attention to the opportunities existing [...]
The Sales Manager and Their Objectives
The roles, responsibilities, and behaviors of the typical sales manager are defined by the objectives by which they are measured. In most cases, their performance and their compensation are closely linked to increasing revenues. As a result, the metrics they use to measure and influence the performance of their sales team is almost exclusively focused [...]
