Customer relationship management, General organization management
January 6, 2023
Via: EntrepreneurAcquiring new customers and retaining existing ones in the technology space is tough. It’s a lengthy sales cycle, competition is stiff, and you’re dealing with decision-makers from up, down and across the organization. And there’s always at least one executive […]
Customer relationship management, General organization management
October 27, 2022
Via: EntrepreneurIn a typical commercial transaction, the buyer controls the money, which means they own the power in the relationship. Salespeople have tried to improve their leverage by using the word “partner” instead of customer or client. In doing so, some […]
General organization management, Strategic planning
February 20, 2018
Via: EntrepreneurWithout realizing it, many salespeople confuse activity with progress. They stay busy but don’t close much business. When a manager asks about all the “opportunities” in sellers’ pipelines, they may hear the rationalization, “If I close 20 percent of these […]
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