Babette Ten Haken

AUGUST 23, 2018

Do you have a customer retention scorecard? Any of the plethora of scoring systems which measure customer satisfaction and loyalty. I offer the following three ways to improve the health of your customer retention scorecard. Customer retention matters when it is time to renew that contract. Every now and then?

Retention 154

Retention Customer Revelation Loyalty 154

Partners in Excellence

JANUARY 25, 2024

We train our people in our products and their superiority. We train our people in competitive differentiation and objection handling. ” We have trained/or let our customers figure out what their problem and and how they want to solve it. ” We revel in this strategy. It simplifies our jobs.

Competition 117

Competition Customer Buying Cycle Vendor 117

Babette Ten Haken

SEPTEMBER 12, 2018

Those accomplishments, honors, certifications, academic degrees in which we revel. In their training to be empathetic and relational, often these sales people push the personal connection envelope and downplay their own intelligence. Are we a bit too devoted to and obsessed by our professional labels? The awards we collect.

Ideal Customer Profile 131

Ideal Customer Profile Positioning Customer Epiphany 131