Why Every Startup Needs To Select Customers Carefully

make-them-want-more--7-tips-to-retain-customers

Most startups are happy to find any customer, and will hang on for dear life to every one. Only later do they realize that some of these cost more than they are worth, or lead into commitments they can’t sustain, but no business wants to violate the golden rule that every customer needs to be…

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Are You Engaging the Real Customers?

I was doing a series of deal reviews–not unlike most of the deal reviews I do. We were talking about the people involved in the buying process. What struck me in each discussion was how few people were being engaged at the customer — and that the right people weren’t being engaged, even by the…

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The Impact of Compassion

Do not underestimate the bottom-line impact of compassion. The ability to show care, empathy, and compassion is a heavy component of trust. The ability is rooted in two long-standing virtues.
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Experiencing What Our Customers Experience

Too often, there’s a huge disconnect between our organizations and our customers. Our customers and prospects are frustrated with us and we don’t understand the frustration.They don’t get it, we don’t get it, there is a giant disconnect.
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Turning Your Value Prop Upside Down

We’re all proud of our value propositions! We feature them in our web sites, we’re trained to brag about them to our customers. Usually, when I hear people describe their company’s value proposition, the focus seems to be all about the company or the product.
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