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Boardroom Insiders Executive Profiles Blog

What Comes After Yes? Seven Tips for Managing Customer Relationships for the Long Term

Posted by Sharon Gillenwater on Feb 24, 2016 5:25:53 PM

Seven-Tips-for-Managing-Customer-Relationships-for-the-Long-Term.jpgCongratulations! Your team scored its first sale with a valuable customer. Despite all the hard work, the journey has just begun. Now the focus shifts to how you are going to keep—and grow—the customer.

B2B sales and marketing typically involves a major financial investment in the product or service, as well as change management in areas like operations, governance, and processes. So there’s more at stake for the customer—and consequently for you. New relationships are fragile and require nurturing and maintenance.

But what’s the best approach? These seven tips will help your account team demonstrate to customers that they are in the best hands:

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Topics: Enterprise Marketing, Sales Enablement, Customer Intelligence, Account Planning, 360 degree customer programs

360 Degree Customer Programs: Don't Forget CXO Priorities, Relationships

Posted by Sharon Gillenwater on May 29, 2014 10:25:00 AM

With the availability of increasingly robust CRM systems, we're hearing a lot lately about "360 degree" customer programs, which involve developing one complete and cohesive view of a company's most important customers.

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Topics: Executive engagement, C-Suite Selling, CXO Priorities, 360 degree customer programs

Your Secret Weapon for C-Suite Selling