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Customer Relationships

Are “Relationships” really relevant to the sales profession?

 

One of best pieces of advice I ever received about holding on to important clients and customers was this: During times of uncertainty, approach your business contacts from a different perspective than during so-called “normal” times.

 

The global pandemic has highlighted the need for sales teams to focus appropriate amounts of selling time, effort, and energy on client retention.

 

Everyone loves a good quiz and the Sandler Research Center has a tricky question for any business leader responsible for customer success or net revenue retention.

 

Mike Montague interviews Ray Setter on How to Succeed at Customer Service.

 

The value of client retention is significant, especially when compared to the cost of customer acquisition.

Brian Sullivan Interviews Jonathon Farrington on The Critical Elements of Proactive Client Retention.

In order to combat this frustration and fear of product obsolescence, producers offer you over-the-air updates that upgrade your product’s software to perform new tasks and make your user experience, in general, more satisfying.

 

Match and mirror the way your customer communicates and the customer will think you are speaking their language. Be prepared with the necessary tools to speak to all three NLP types.

Top performing companies know that they don’t have to compete on price because they have a secret weapon that their competitors don’t have.

It’s that time of year. The holidays loom, there is a chill in the air, and countless articles appear providing guidance to sales representatives about how to close the year strong. The five, ten or twenty best strategies are outlined in checklists to insure end-of-year success. “Contact every client” is an action often recommended, as is “Revisit prospects who have chosen another vendor.”