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 to  understand their client’s business objectives
  • Assisting client’s identify and improve their value in a client relationship
  • Engagement with a client at multiple levels
  • Development of regional or global client engagement teams and strategies
  • Metrics to manage lead, not lag, indicators

Depending on the level of engagement, high value client can be driven by a thorough understanding of:

  • Industry trends affecting your client’s business strategy
  • Issues, challenges and opportunities your client faces in achieving their business objectives
  • How the (unique) strengths of your firm can assist its clients leverage in the context of their external environments
  • Execution opportunities, strategies and best inter-firm collaboration

Have a look….