Wednesday, July 27, 2005

The smarter sales strategy

If you are a salesperson, your best customers are those who are themselves enjoying healthy and repeated sales with the customer’s customer. Such a story is shown in Map 1 as the virtuous cycle between Box 1 and Box 2.

If you are the salesperson, the smart strategy is not concentrating your efforts solely on Box 1. Instead, focus on Box 2, which will offer you the insight needed to serve Box 1 better. Your objective is to understand the nature of the virtuous cycle between Box 1 and Box 2 as well as possible. The quality of a virtuous cycle of repeat sales, i.e., between you (Box 3) and your customer (Box 1) will be determined by your relationship with the customer’s customer (Box 2).

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