Who's on Your Speed Dial?

By Mike Philie
In April 18, 2008

A quick question to all business owners…do you have the direct dial, home and/or cell phone numbers of any of your top 20 accounts on your speed dial list? Perhaps more importantly, how many of your top 20 accounts have your pertinent numbers on their speed dial list?

While having or not having the numbers is not the end of the world, it begins to shed light on the depth of the relationship between business leaders and their top clients. In many companies that I speak with, the client relationships are managed, and filtered, at the sales rep level with little to no interaction from the top. If this is the case in your organization I would encourage you to change your approach.

As a business owner and leader you may not be the “sales type”…and that’s OK, but you do make decisions based on what your clients are likely to do, or not do. You need to be able to speak with them, have a rapport with them. Find out where their business is going and how you can be an even better resource for them. They will appreciate it and you’ll begin to get an unfiltered view of what they think about your business.

Now, get out there and talk with your clients!

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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