– 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 ‘Customer 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 […]
Client Management. It’s Child’s Play…
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The great big give away – by Jo Haigh
It’s common practice in professional service businesses to give away a certain amount of free advice as part of an initial consultation. This may partly be to clarify needs but is often part of the sales process I’m engaging with the client. The difficult part for the adviser is knowing when to a stop with […]
Alignment and a bit of pixie dust for success and less stress by John Penn
Why is it that some businesses and organisations fizz with energy, deliver spectacular results, delight their staff and customers and stakeholders alike? And no one appears “bent out of shape”? Well obviously there is no single “magic wand” or silver bullet, but there is a bit of “pixie dust” in the form of one common […]
Some only need it. Others really want it. by Derek Williams
Derek Williams, Founder and Chief Executive of The WOW! Awards shares some thoughts on great service. Losing weight, giving up smoking, getting a better education, getting a better job. Some people only need it. Others really want it. And so it is with customer service. Some organisations really need to give better service. Their customers […]
How to use LinkedIN to build Professional Networks – by Peter Pritchett
Two of my Groups of business leaders had fantastic sessions with speaker Mike Nevin recently. He covered two related topics: How to use LinkedIn to build professional networks to help develop business How to make Strategic Alliances with potential business partners REALLY work.
Manage your Customer’s Expectations – or risk Damaging your Reputation by Andy Coote
When Wayne Rooney left the field after one of England’s disappointing performances in the World Cup recently, he made a remark – “Nice to see your own fans booing you. If that’s what loyal support is…” – that suggested that he really didn’t understand why the fans were expressing their disappointment so vocally. Since their […]
Key Account Management Lessons
Phil Jesson presented his workshop, “Key Account Partnerships” to CEO members of Surrey-based Academy Group 14 recently. A terrific session, superbly delivered, with lots of great take-away value for even the most competent commercial business operations. Whether as a timely reminder for those already building true partnerships with their customers or as a practical introduction […]
Debt Collection
The Academy for Chief Executives, a leading provider of experiential business learning® facilitates groups of CEOs and Managing Directors who meet together every month to network and take full advantage of experiential learning. Part of membership involves members taking their issues to the table and discussing them with their peers. At a recent meeting CEO […]