Client Engagement

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Why Customers Should Be at the Centre of Sales Strategy

Published on March 7, 2016

There is so much language around being customer centric – customer at the core needs to mean putting the customer at the centre of everything we do, specifically – with ambition, collaboration and measured accountability. Some examples of challenges in being customer centric include: Consistently applied client engagement models Building understanding of account management teams and managers … Continue reading Why Customers Should Be at the Centre of Sales Strategy

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Customer Engagement More on Confirmation Bias

Published on March 31, 2016

More on Confirmation Bias In February I posted on How Customers listen and retained information from a meeting with a salesperson and the “Boundary Conditions of Communications i.e. People value what they say and their own conclusions more than the value of what they’re told, and People value what they ask for more than what … Continue reading Customer Engagement More on Confirmation Bias