Customer Related Topics 
The Sales Association
NOVEMBER 23, 2011
Ode to The Salespeople Customers Can’t Wait To Meet… Salespeople – Help me think differently, help me be better at what I do. To date I have accumulated more than eight years in the sales industry beginning in Business to Business and Business to Customer sales and extending into direct, inside, and outside sales.
The Sales Association
APRIL 1, 2011
by Marcia Gauger Question: Over the years, I have been fortunate to have enough new business development in my current customer base. Answer: If you’re like most salespeople, you find yourself busy nurturing your current customer base with little time for new relationships. Rest assured, all customers are valuable.
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The Sales Association
MARCH 17, 2011
I have a verbal commitment from my customer, now what should I do in terms of the next step? You said you have a commitment from your customer, so proceed as if you do. If you put together another proposal, you may give your customer reason to second-guess the decision. The same is true with your customers.
The Sales Association
JULY 18, 2011
Question: Lately, new potential customers have requested references from me early in the sales process. It’s important to understand why your customers are asking for references. Generally, when a customer asks for references, there is uncertainty or doubt about what you or your company can do for them.
The Sales Association
MARCH 15, 2011
From the customer’s perspective, the products we sell are absolutely no different than anyone else who distributes this product. You need to think about what you do for the customer. Make a list of everything you do that adds value for your customers – This is the first step in differentiating yourself.
The Sales Association
AUGUST 21, 2013
When setting out to write or optimize a strategic account plan (the playbook for managing strategic customers / key accounts) to some, a reasonable first step may be searching the web for a strategic account plan template or for examples of actual account plans used by organizations in your industry or other reputable B2B sales organizations.
The Sales Association
JULY 5, 2011
.” We had agreed to the expected outcomes of the program, which was for representatives to recognize customer needs and position solutions to help them reach their personal and business financial goals. What really matters is that you define what “sales” means to your organization and to your customers.
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