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Loyal customers stay with you longer, give you more money, and are easier to sell to than anyone else. As loyalty increases, so do profit and margin (with less time and effort). Cost of sales generally decreases along with sales cycles and customers' tolerance for mistakes. Finally, and perhaps most importantly, references flow in; the most loyal customers actually sell for you. However, earning that level of loyalty requires effort.
What every Sales Manager could (and should) do to drive quality prospecting.
When asked how they are most often viewed by their customers, only 32% of salespeople we polled said they were "Strategic Advisors." The rest claimed labels like "Deal-Maker," "Specialist," or "Friend."
by Jeb Brooks
Many salespeople make the assumption that activity leads to results. "As long as I'm doing something," they argue, "results will come." This is a mistake. It's the best way to get stuck in the activity trap. The activity trap occurs when you begin working too hard to make the sale. Sales is much more simple than a lot of salespeople make it out to be.