Great news, you’ve won the sale! The contract is signed and implementation plans are in place. Is it time to move on to the next sale? Not so fast. The best next step, often overlooked, is a retrospective or lessons learned meeting with your new customer. A retrospective is an opportunity to look back and
Do you know exactly where you stand in your customer’s eyes? Do your customers view you as a supplier, a vendor, or a trusted consultant? Do they seek you out for ideas or brainstorming sessions, or do they simply let you know what they need without much in the way of meaningful dialog? When asked,
Could your sales funnel benefit from a weight reduction program? Do you need to shed those ungainly suspects that are weighing you down? It’s a common dilemma. There’s a certain level of satisfaction when your sales funnel is full. However, filling your pipeline with empty and unqualified opportunities leads to an unhealthy outlook. The solution
The 48-Hour Rule™ Executive sponsors (and all customers and prospects) are evaluating you (and your organization) with every interaction. They’re asking themselves questions about the business relationship such as: Is this person (organization) reliable? Will this person handle my needs in a timely manner? Can I trust this person to follow-up on their promises? Will