Comments on: What Are You Teaching Your Prospects and Clients About Your Value to Them?

By: Cynthia Holladay

Cynthia Holladay — Thu, 04 Mar 2010 23:58:10 +0000

Thank you.
Sigh… does anyone really care? The more things change, the more they stay the same.

Reflecting on this topic months (years) ago, I wrote a post with a similar question, “Are we making progress?”
http://bit.ly/chZ5g4

By: Donal Daly

Donal Daly — Mon, 01 Mar 2010 12:40:22 +0000

Paul.
Great and important post. Sometimes the fact that existing customers are the greatest source of future revenue, and a valuable source of referrals, is forgotten. I had a conversation with a sales person just last week, asking what he was doing to add value to one of his largest customers. His response (and I paraphrase) was “But he’s bought everything I can sell him for now – what’s the point?” He had not been in touch with this customer for over 6 months – so he could not have known whether this was still true – and even it it was, he’d forgotten the true value of been seen as a Trusted Advisor. As you say, “doing the hard work is what sets the successful sales professional apart from the also rans” – but it always pays dividends in the end.

By: uberVU - social comments

uberVU - social comments — Mon, 01 Mar 2010 01:30:47 +0000

Social comments and analytics for this post…

This post was mentioned on Twitter by paul_mccord: What are you teaching your prospects and clients about your value to them? http://tinyurl.com/ygh6kkt…

By: salesdujour

salesdujour — Mon, 01 Mar 2010 01:27:15 +0000

Excellent Paul. You know my feelings, Sales and marketing are “NEVER” about what you like and “ALWAYS” about what your customers like.