It is an unprecedented time and we need to be empathetic in our Sales Approach. We need to help our sales teams demonstrate empathy with our customers but there is a long line between being hard sell and so empathetic that we simply cancel every contract or give the product away for free.
Real money in software is based on the Lifetime Value of the client not the first year’s subscription fee, but how do you guarantee a renewal and ensure Customer Success that extends that customer lifetime value?
95% of all customer decisions are made by the emotional / irrational (sub concious) mind and therefore if you want them to buy from you - or to remember you - then you need to create moments that are memorable. Features and benefits do not do that!
Identifying and developing high performers is a key role for al leaders, helping them maintain their high performance state and getting things out of there way is key. Here are 4 tips on what to do with them....