– By Phil Jesson Account management is not rocket science. It is hard work and takes a lot of skill, but there is nothing complicated about it. Because when you think about your business pipeline, sales can only come from four places: Suspects: Those Identified, but not yet contacted or visited Prospects: Contacted/visited but not yet […]
Posts under ‘Client management’
Are you Vulnerable Enough with your Customers?
– By Larry Reynolds People buy from people. So the relationship you have with your customers is just as important as your product or service – more so in many cases. But are you taking the right approach to building relationships with your customers? In particular, are you being vulnerable enough? Being vulnerable means sharing personal […]
Why Did I Lose that Piece of Business?
– By Phil Shipperlee This is always a good question to ask, as is why/how did I win that piece of business? but that is a question for another day. We should all strive to understand the dynamics of the customer decision making processes so that we can adapt the way we bid to make it […]