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The coming year will be one of rebuilding for everyone in your supply chain, including your most regular customers. They may be taking time to look carefully at all their relationships and their budgets, so you need to be visible to remain in consideration as they update their plans. Pat McGrew offers some tips for ensuring that your most loyal customers stay that way.
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About Pat McGrew
Pat is a well-known evangelist for inkjet productivity. At McGrew Group, she uses her decades technical and marketing experience to lead the industry toward optimized business processes and production workflows. She has helped companies to define their five-year plans, audited workflow processes, and developed sales team interventions and education programs. Pat is the Co-Author of 8 industry books, editor of A Guide to the Electronic Document Body of Knowledge, and a regular contributor to Inkjet Insight and WhatTheyThink.com.
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Discussion
By Jamie Walsh on Jan 25, 2022
Amen to that Pat. An agile approach to customer engagement is going to be critical. In person is on it's way back for so many organisations as people are tired of online meetings - yes there is still a place for virtual but sales people must be prepared to dust off the suit that has sat dormant for 24 months and get back out there. We learn so much more by being onsite and in the present with our eyes and ears open to the goings on of the busy workplace - things you just don't get when on a screen.
By Pat McGrew on Jan 25, 2022
Jamie! Thanks for the comment. I always worry that when we went virtual and companies saw reduced travel costs that the learning they took was that sales could be done online forever. It's not the best practice. Sales is, as you know, a relationship event. Hundreds of thousands, if not millions, can follow a salesperson with the right relationship approach!
By Jamie Walsh on Jan 25, 2022
Short term savings Pat. Savings that have been banked at a time when savings needed to be made for the survival of the business but as times and conditions change the savings might not be there to be made.
By Pat McGrew on Jan 25, 2022
Someday I want to take out a billboard in Times Square, Piccadilly, and in downtown LA to scream that!