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Customer Management Strategies

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 Overview

Customer Management Strategies are indeed the foundation of how a sales organization is run. The three essential elements of a Customer Management Strategy are:

GENERATE OPPORTUNITIES

Ask Yourself

  • Do you selectively pursue the right opportunities or chase every deal?
  • Are you satisfied with the amount of focus and activity your sales team gives toward creating new opportunities? With new customers?  With existing customers?

Identify Opportunities You Could and Should Win

  • Uncover customer needs and objectives
  • Creating compelling value propositions
  • Secure time with high value contacts

PURSUE DEALS 

Ask Yourself

  • Do your salespeople drive sales campaigns or do the sales campaigns drive them?
  • How comfortable are you with how your salespeople prioritize and spend their time?

Effective Strategic Analysis and Planning

  • Track, manage and forecast deals
  • Win and lose quickly
  • Continuously advance deals in the funnel

GROW RELATIONSHIPS 

Ask Yourself

  • Do you collaboratively develop business plans with your strategic accounts or develop plans based on what you can sell them within a set period of time?

Collaborative Planning with the Customer

  • Establish high, deep and wide customer relationships
  • Value driven plans based on contributions to the customer’s business
  • Sound resource allocation and investment

Schedule a Consultation with SPI

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Our Location

Conveniently Located
in Sarasota, Florida

Office Hours

8am - 6pm
Sat-Sun: Closed

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