Whatever your industry, your customers are most likely delaying projects and looking for ways to cut costs. At the same time, it is becoming more challenging to develop new business as companies scale back expenditures and use competitive bidding processes to get better deals from suppliers. This is a good time to take stock of the relationship-building capabilities of your team.
Are current relationships strong enough to withstand the destructive pressures of today’s tough economic environment? Do your salespeople know how to leverage personal assets and the assets of your company to “competitor proof” their customer relationships? To build enduring … Read the rest