Relationship Management

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As the fletcher whittles and makes straight his arrows, so the master directs his straying thoughts.

From Yahoo Finance: Davison International Inc., a 285-employee company that designs and creates kitchen gadgets, toys and other consumer products, relocated in 2006 to a 61,000-square-foot building in Pittsburgh, Pa. Its interior, which followed a year-long, $5 million renovation, is intended to encourage creativity and a positive attitude among staff. One third of its inventions [...]

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Here we are in the first review of 02012, ready to kick some ass and take some names! UPDATE: My friend Dave Seah has posted his 2012 Groundhog Day Resolutions here. Taking a look back, some details I have read 13 books so far this year, fiction and non-fiction. Most of them are in the [...]

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My Friend Ja-Nae Duane posted a link to a HBR article on Google Plus this morning: Tackling Business Problems We’ve talked about this since the financial meltdown. Now it’s time to do it: Unlink pay from performance. The evidence keeps growing that pay for performance is ineffective. It also may induce executives to take company-killing [...]

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June 11, 2009 in Business Development

There is a new post up at the SOBCon blog:
Using Sales Techniques in Relationship Management | SOBCon09

Long Term Customers With New Needs

Most sales people have experienced that moment when a customer says, “Oh, you have that? I just ordered one from someone else!” Often this happens because we have failed to continue to treat existing customers as prospects.

Even with a reliable customer, we may miss opportunities when our product line or their responsibilities change.

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