COVID-19 has changed everything. We are living, working, and connecting differently, but one thing remains constant: the need to serve customers the best we can. Servicing existing customers, identifying new ones, and retaining contracts and revenue streams are the lifeblood of every business. Whether you are a garage startup, going through an acquisition or merger, or an established global provider, sales and selling are essential to success. Henry Ford was known to say, “Nothing happens until someone sells something.”
“But I don’t do sales!” is a cry we hear from engineers, lawyers, technicians, consultants, architects, designers—the world over. And yet, these are precisely the SMEs—subject matter experts—that customers want to connect with. They want their knowledge, their insights, their technical knowledge, and ability. As we emerge from COVID-19 with potentially leaner, more agile structures, business leaders need to ensure that everyone with customer contact—whatever their job title—understands the pivotal role they play in serving customers and building those vital business relationships.
It starts with being curious and an open, enquiring mindset
Esta historia es de la edición November 2020 de Indian Management.
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Esta historia es de la edición November 2020 de Indian Management.
Comience su prueba gratuita de Magzter GOLD de 7 días para acceder a miles de historias premium seleccionadas y a más de 9,000 revistas y periódicos.
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Trust is a must
Trust a belief in the abilities, integrity, values, and character of any organisation is one of the most important management principles.
Listen To Your Customers
A good customer experience management strategy will not just help retain existing customers but also attract new ones.
The hand that feeds
Providing free meals to employees is an effective way to increase engagement and boost productivity.
Survival secrets
Thrive at the workplace with these simple adaptations.
Plan backwards
Pioneer in the venture capital and private equity fields and co-founder of four transformational private equity firms, Bryan C Cressey opines that we have been taught backwards in many important ways, people can work an entire career without seeing these roadblocks to their achievements, and if you recognise and bust these five myths, you will become far more successful.
For a sweet deal
Negotiation is a discovery process for both sides; better interactions will lead all parties to what they want.
Humanise. Optimise. Digitise
Engaging employees in critical to the survival of an organisation, since the future of business is (still) people.
Beyond the call of duty
A servant leadership model can serve the purpose best when dealing with a distributed workforce.
Workplace courage
Leaders need to build courage in order to enhance their self-reliance and contribution to the team.
Focused on reality
Are you a sales manager or a true sales leader? The difference, David Mattson, CEO, Sandler® and author, Scaling Sales Success: 16 Key Principles For Sales Leaders, maintains, comes down to whether you can see beyond five classic myths that we often tell ourselves about selling.
