Customer support plays a vital role in building trust, strengthening relationships, and supporting long-term sales success. This category explores how effective support helps retain customers, resolve issues quickly, and create positive experiences that encourage loyalty and repeat business. Discover strategies for improving communication, delivering value after the sale, and turning support interactions into opportunities for stronger customer relationships.
As we move into the final stretch of the year, sales leaders naturally begin to reflect. You look back at the wins, the surprises, and the opportunities that never quite landed, and you start thinking about what needs to change next year. December offers a rare pause in the sales calendar, a moment where the […]
Stop the Noise: Build a High-Focus Sales Team Read More »
Last week’s article, Stay Seen, Stay Sold: The Art of Account Contact, explored why consistent, year-round engagement with clients is critical, not just waiting until renewal time to check in. But eventually, every relationship reaches a pivotal moment: the renewal conversation. In sales, we often glorify the “close” — the signed deal, the ink drying, the
How to Win Before the Contract Ends Read More »
From Pipeline to Partnership In many sales organisations, the primary focus remains fixed on acquiring new business. Considerable time and resources are devoted to prospecting, pitching, and closing new deals. Yet, in the pursuit of growth, a critical aspect of sustainable revenue is often overlooked: An Account Management contact strategy, the management and development of
Stay Seen, Stay Sold: The Art of Account Contact Read More »
Price adjustments are an inevitable part of sustaining and growing a business. For many sales leaders, the notion of raising prices, especially during annual contract renewals or for ongoing monthly plans, can be daunting. However, understanding the necessity behind these adjustments is the first step towards successfully communicating price increases to clients. Inflation is a
Communicating Value: How to Support Price Increases Read More »
While sales teams often focus on tracking internal metrics like pipeline health, conversion rates, and quota attainment, an equally crucial dimension frequently goes overlooked: measuring client performance. For sales leaders aiming to drive long-term sustainable growth, understanding how clients perform post-sale is not just an exercise in data collection; it’s a strategic imperative. This article
Measuring Client Performance: A Strategic Imperative Read More »
Do you have a contract renewal strategy? Anyone that has ever worked with me on a renewal will know that when asked “When should I start the renewal process?” my answer, without missing a beat, is always “the second the current contract is started”. This may sound a little trite, but I believe it to
Contract Renewals, Challenge Or Opportunity – You Decide Read More »
There is an old sales joke that I think I first heard about 25 years ago that goes something like this: John arrives at the Pearly Gates. St. Peter tells him he has a unique opportunity to tour both Heaven and Hell before deciding where to spend eternity. John takes a stroll around Heaven—nice puffy
First Impressions Matter: Client Onboarding Best Practices Read More »
What is a Proof of Concept? A proof of concept (POC) is a small-scale, practical demonstration that verifies whether your product or solution can fulfil your prospects’ particular needs in their specific business environment. For prospects, it provides a risk-free way to validate your solution’s effectiveness, explore its capabilities, and ensure it integrates well with
Customer service mistakes happen, but can they be avoided and if they do happen what can you do to put them right as soon as possible. I recently decided to cancel my access to a national newspaper’s digital subscription. I had held it for 10+ years but sadly in recent times the quality of their
Customer Service, Without The Service! Read More »
