Whatever route to market you’ve adopted or whatever sales process you follow, someone, somewhere has to make a personal decision whether or not to give your company business.
However, an observation is that many suppliers only talk about their customers as companies, rarely people. By doing this, already you are de-personalising that commercial relationship. This can lead to complacency, as will be revealed by the questions below; keep one specific customer in mind as you read through them:
Influencing (and showing you’re interested and care)
In summary, it’s a reasonable guess to say that you probably need to get much closer to the people who make and influence commercial decisions – because that’s exactly what your competitors are trying to do as you read this article. Don’t wait until either your key contact leaves or you lose business to a competitor; it’ll be too late to realise that maybe your key relationships weren’t strong enough.
Based on approaching 40 years’ experience of helping commercial teams to win, develop and keep more business, it would be worth exploring some of the options we offer.