A client of ours who provides engineering and integration services recently established an alliance with a hardware/component distributor. It’s a great match, dramatically extending the value each company can provide to its customers. The challenge to our client is educating their new partner’s 1,500 sales reps.
While they’re great at selling hardware, selling services is a [...]
Customers remember the things you messed up all by themselves. It’s your job to highlight the times you went “above and beyond” for them.
For some reason, human nature assures that all disasters large and small are memorable. Your customers simply will not forget. Conversely, you routinely stretch yourself and your company [...]
Back in January, I blogged about an epiphany I had regarding proposals. It was quite an eye-opener, since I’ve been exhorting sales reps to improve their proposal-writing skills for years (…actually it’s decades now. Yikes!) So two short months ago I converted to “Recommendation Summaries” that reflected the thinking of the team of folks consisting [...]
