Posts Tagged ‘Relationships’
Customers Should Care About Your Profitability
Too often, we succumb to price pressure—even worse, we lead with price, making pricing the center of focus of our sales efforts, then being forced to discount to “win” the business. What if we started shifting our conversations from discussions of discounting to educating them about the importance, to them, of maintaining our pricing and…
Read MoreEasy Loyalty Hacks to Wow Your Customers
Get on the mailing list at Just Bundt Cakes and they’ll send you a coupon for a free Bundtlet on your birthday. (Don’t say I never did anything for you!) But my point here isn’t to add calories to your diet. I want to point out some of the easiest and most productive hacks to build your…
Read MoreThe Power of Body Language for Business in the USA
Perhaps you do not realize, but someone recognizes you due to a memorable, uncomfortable, humorous, or bad expression and/or body posture you exhibited at a given moment. It is important to know that body language has been studied, and there are proven characteristics of expression associated to codes that reveal people’s personalities. This is what…
Read MoreWhat is Customer Appreciation and Why Should You Do It?
Have you ever put a lot of effort into something, only for it to go unappreciated? It’s disappointing right? So much so that you probably don’t want to do it again. It just seems like it’s not worth the effort. Well, your customers feel the same way… When a customer chooses a company, and are…
Read MoreWhat is Account-Based Marketing?
So you’ve heard the jargons account-based marketing and inbound marketing thrown around by b2b marketing agencies, but do you know what they entail and which type of marketing your business should pursue? What Is Account-Based Marketing? Account-based marketing relies on aligned sales and marketing teams within a B2B organization. How many people can say that…
Read MoreCan You Pierce Layers in Supplier–Customer Partnerships?
I recently experienced an amazing effort of outreach by a vice president of a large national customer asking for a meeting with the product development team of a critical supplier, one of “my” companies. The goal, the VP stated, was to “see if these guys are battle hardened veterans that have dealt with the real-world…
Read MorePeople Wisdom from Gandhi
In his terrific new book, Reinvent Yourself, prolific author, entrepreneur, blogger, podcaster, and serial reinventor-of-self, James Altucher shares a ton of wisdom. Included are lessons from business titans to historical figures; world-class athletes to top entertainers, and many more. And, in his usual humble, self-effacing way, he shares golden nuggets of wisdom from…himself as he takes their lessons and serves them up…
Read MoreWhat We Care About vs. What Our Customers Care About
There is a huge chasm between customers and our own sales and marketing initiatives. This is nothing new, yet it’s what keeps us from connecting with our customers and prospects. It’s what causes our customers and prospects to shut down, ignoring our best efforts to engage them and sell them something (you can begin to…
Read MoreDelivering Insight: What Happens Next?
The CMO and Sales VP were reviewing their latest programs to get their people delivering insight to their customers. They went through a series of provocative issues and insights—each tuned to a specific set of problems and challenges. Each offered a unique point of view, helping the customer think differently about the business. Each was…
Read MoreGiving and REALLY Receiving
Early on in The Go-Giver, Joe, upon realizing he would not land a desired account, referred them to one of his competitors who was in a better position to help them. No, he didn’t want to do that, but he understood it was the right thing to do for the client. This later came back to Joe…
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