Living Up To Your Own Hype

Sales and marketing teams usually excel at the courtship stage of customer relationships, when they get to trumpet new features, designs, and promotions. But flash won’t help strengthen a relationship with a customer who experiences problems at other stages, like signing, delivery, and implementation. As Lior Arussy explains in this Selling Power Daily Report interview, not every customer touch point needs dazzle. “Sometimes the customer says, ‘Just make it work.'”

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