Would you recognize the signals your customers are sending right now that say “your company is irrelevant”? Not long ago, a friend of mine had been trying to schedule a recurring meeting with a Top 3 Telecom provider (let’s call
If you aren’t familiar with the concept of relationship capital let me start with a brief definition. I think of relationship capital as the “interest” you accrue when you prove your credibility, reliability, and authenticity to other people. When you
Peter F. Drucker once opined that, The purpose of business is to create and keep a customer. Acquiring (creating) a customer is difficult because the sales and marketing organizations must align company capabilities with customer needs. If alignment occurs, a
Benjamin Franklin once wrote that “the bitterness of poor quality remains long after the sweetness of low price is forgotten.” I love this quotation because it serves as a reminder that price is just one part of a customer’s experience.