Evaluate your customers
It is one of your most important sources of information – Your customer database.
As mentioned in the previous blog, you are probably not in contact with 80% of your customers.
So where do you start?
This will very much depend on the information that you have on your customers. If you run a CRM system, everything should be on hand but that is often not the case.
An example of this deficiency was when I was at the start of a sales development project with a local company and asked them for their customer database.
I got a blank look, with the response; ‘What’s that?’ Continue reading
Use your customers
This is not an invitation to get them to purchase items they do not need. That is the recipe for disaster! Continue reading
What do you sell?
A question I always ask clients when I undertake the initial investigation into their sales development is ‘What do you sell?’
The usual answer is; ‘We sell so & so widgets or a service’.
Yes – Is my reply, but that is your product not what you sell. To which I usually get a look of disbelief.
So what do you sell? Continue reading
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