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And we’ve all heard how even a small increase in a firm’s overall major client retention rate has an exponentially positive effect on revenues and profits.Read More
We’ve all read the estimates on how much more expensive it is to find new clients than it is to nurture and retain existing ones. One of the most important ways to retain clients is to view an honest understanding of their interactions with your company. What are the different touch points and how well…Read More
As sales professionals, we sometimes run the risk of over-focusing on the close. By that I mean we secure the first agreement to do business, but then lose track of how important it is to maintain a strong ongoing relationship with current customers – a relationship with honest, continuous two-way communication as its foundation. Here are five…Read More
This articles gives you a quick overview of why customer feedback surveys matter, the top seven questions to ask, and survey best practices to get you started. Let’s state the obvious here: Your customer is your business and customer satisfaction is crucial to the success of your business. So how are you measuring customer satisfaction? If you’re like…Read More
Have you ever had the experience of landing a major client, someone who you thought would stay with you and your organization for the long term – and then, without warning, losing that important piece of business to the competition? And then having to ask yourself, “What just happened?” If you have, you’re not alone. This pattern…Read More
Sean Coyle, Sandler trainer, prospecting expert, and David H Sandler Award winner talks about how to lower defensive walls and build rapport quickly in a sales call. Learn the attitudes, behaviors, and techniques of master salespeople and prospectors who can quickly and easily build trust with their prospects. The How to Succeed Podcast is a…Read More
Learn how to engage and partner with gatekeepers to get to more decision-makers. Sean Coyle is Sandler’s prospecting expert and host of the online course. In this episode, Sean talks about the attitudes, behaviors, and techniques of top sellers and how they interact with gatekeepers and admins. Enroll yourself in Sandler’s new No-Pressure Prospecting course…Read More