Customer Value Focus-Number 7 in the Best Practices of High Performing Sales Teams Article Series
By Steve Andersen, President, PMI - 01/04/2010
High performing sales teams discover how their customers define value and then engage and execute accordingly. They recognize that when their sales efforts are focused on the value expectations of the customer, the relationships that develop are deeper and more long-term. Today, value and relationships seem to go hand-in hand when suppliers and customers engage. A strong relationship that is based upon past proven value provides a platform to create new levels of customer value, thus extending and expanding the relationship between the parties.
Click here to read full article
