Podcast: Play in new window | Download (Duration: 15:55 — 14.1MB)
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A key question that sales leaders and their teams often overlook to ask is ‘What makes their customers attractive?’. On the surface this may sound like an obvious question & I often hear sales leaders saying things like ‘we have a great relationship’ or ‘this customer is always happy to attend events’. We need to go deeper. We need to plan upfront and really consider what characteristics of a customer would we consider to be attractive and then measure them. That’s what I cover in today’s episode.
