Archive for the ‘Thoughtful Thursdays’ Category
Thoughtful Thursdays – Avoiding scope creep
Project requirements can change on a moments notice and must be managed. At the first sign of project requirements changing, stop the work and meet with the stakeholders to review the situation. Trust your intuition… Read More
Thoughtful Thursdays – On lifetime value of a customer
I have mentioned lifetime value of a customer several times. So what is it and why is it important? My interpretation of lifetime value of represents the total amount of dollars your customer is going… Read More
Thoughtful Thursdays – Customer loyalty
I have been taking my vehicles to the same shop for many years. There is plenty of competition, yet I remain loyal. Today’s Thoughtful Thursdays sales topic is about the value of creating customer loyalty…. Read More
Thoughtful Thursdays – When your prospect says they will call you back
Your prospect indicates they are interested in your services, but are not ready to start the project and they will call you. What do you do? My first suggestion is to not conclude the conversation… Read More
Thoughtful Thursdays – Major account management
Todays Thoughtful Thursdays sales topic the about working with major accounts. Major account plans are more strategic than the typical customer sales plan which tends to be tactical in nature. The goals go beyond the… Read More