article thumbnail

Are you a dictator about sales deadlines?

Berkonomics

Everyone who manages a company, a workgroup or a sales force wants to write as many new deals as possible and is usually wary about doing anything that might threaten the positive outcome of a pending sale. Reasons your customer might hesitate. Will you enforce a deadline if you could lose the sale?

Sales 156
article thumbnail

Greatly exceed early customer expectations.

Berkonomics

First customers are critical. Your first customers for any product or service form your reference base, the important group of allies that your marketing and sales people rely upon when attempting to create buzz and make a mass market for a new product. Make your customer a partner in the process.

Customer 243
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

8 Ways To Ensure Customer Interactions Are Memorable

Startup Professionals Musings

Yet, as a business consultant, I often find minimal focus on improving employee engagement and assessing their customer-facing performance. For example, I commonly see metrics to keep track of revenue per employee, overtime, and absenteeism, but I don’t often see measures of overall customer satisfaction with individual employees.

Customer 147
article thumbnail

Recurring revenues: Oil or glue?

Berkonomics

Management undertakes a simple exercise of calculating the increased profitability of shutting down all R&D, sales and subordinate operations, and universally notes with shock the high net profit that results – from shutting down all operations except customer service to recurring customers (as in software support operations.).

Sales 296
article thumbnail

The Biggest Reason Most Sales Campaigns Don’t Close

Both Sides of the Table

Every sales organization with more than a handful of reps or that is across multiple offices or time zones would benefit from having a sales methodology. Simply, this is identifying a customer need that has economic value to them if they can solve it. This solves the customer question, “Why Buy Anything?”.

Sales 328
article thumbnail

Can your employees recruit from a customer or supplier?

Berkonomics

One of your employees is approached by an employee of a customer or of a supplier, stating that “It sure would be great to work in your company.” was the short reply from the hotel owner to the CEO, shocking the CEO looking for a closer relationship and future sales. The recruitment traps. State your policy clearly.

Customer 156
article thumbnail

Why Email May Be Draining Your Company’s Productivity

Both Sides of the Table

I’ve taken to saying, “Email is our personal to-do list that anybody adds to – whether they know us or not.” about their marathon 4-hour sessions to get to zero inbox or somebody else claiming email bankruptcy ( definition if you don’t know it already ). I have taken to limiting my outbound email.

Email 314