Take ownership of your customer relationships

Who owns prospects and customers in your company?  Do you know?  Just as importantly, would folks in other departments give the same answer?

You need "yes" answers to all those questions or you'll mismanage your customer relationships.

To get to "yes," your customer-facing teams need good definitions of your company's Customer Life Cycle and Rules of (Customer) Engagement.

Let’s dish on strategies to propel your company's business success by spring boarding on well-defined customer relationships  – and then layer in the technology tools for managing the customer.

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Salesforce.com leads vs contacts – mining social networks

One of my sales buddies made a professional commitment to use LinkedIn more actively as a tool to expand her network and generate leads.  She experimented with it the last few months to great success and wants to expand her community involvement.

She had been entering new LinkedIn connections as Contacts because of the diversity of connections she made, many of whom were not leads.  For example, she says her connections span prospective customers, prospective partners, competitors, referral sources, and other miscellaneous networking connections.

I counseled her to enter them all or most of them as Leads instead.  Here’s why...

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