I have attended a garden variety of sales training seminars and classes throughout my career. Almost all of the techniques taught these days focus on “taking control” of your client, putting them in a place where they have no choice but to buy from you, etc, etc, etc. No wonder companies are losing their current customers in droves and can’t find new perspective customers. This is NOT the way you should run your business and client development.
Here are my thoughts on how we can keep our customers and snag a few new ones to keep us humming in these times
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About a year ago, I had to seriously plan my move to Boston. From selling our digs in Chicago (in a dead market, mind you), to figuring out which company to join in Boston, it wasn’t easy. As I was sitting in the office of Joel B. (one of the founders of Geneca) having really [...]
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With the Detroit big 3 going under (for a very good reason – lack of flexibility), much has been said about unions and their impact on industries. I don’t care to have a discussion on this blog about the benefits and disadvantages of the unions. They are irrelevant in most of the stratup world. But, [...]
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Some of you may remember viral video of Microsoft’s Steve Ballmer running on the stage during keynote at a software developers conference in a sweat-drenched shirt yelling his heart out “Developers! Developers! Developers!”. I bet he remembered all those failures where ideas of mighty Microsoft failed to gain market traction. Anyone remembers Microsoft Bob? As you watch this short video of Steve Ballmer, in your mind change his words to “Paying customers! Paying customers! Paying customers!” Key to your idea being anything more than just another worthless filing in the USPTO are paying customers. Better yet, paying customers who evangelize your product.
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Apolinaras is a business operations leader with 12-year track record of building scalable and capital-efficient operations for technology and professional services companies.