It’s not about what software you use or call frequency.  Customer Relationship Management is about the customer relationship and how it is nurtured before and after the initial sale. We need to look at the relationship between the business and its customers holistically.  Plan for recurring interactions and sales during the lifecycle of the customer’s major purchases. Ask the following questions and have the skills and tools to answer them:

5 Questions to Ask

  • Does your team have the skills and training needed to support customers?
  • Have we identified potential prospects well?
  • Do customer-facing individuals in each department have sales training related to their function?
  • What does your customer want and need?
  • What should we do to exceed the customer’s expectations?
Customer Relationship Management
Know your customer