Comments for Is Every Customer Worth Your Salesperson’s Best Effort? at http://www.salesopedia.com , comment 1 to 4 out of 4 comments http://www.salesopedia.com Thu, 11 Mar 2010 09:02:29 +0100 FeedCreator 1.7.3 http://www.salesopedia.com/index.php/sales-leadership-articles3-10759/68-sales-leadership/1845-is-every-customer-worth-your-salespersons-best-effort-#comment-10 Val: I agree-- Your point about taking it deeper (e.g. sales tool level) needs to be further explored. Of the many things that a salesperson can adapt, interpersonal relationship or such soft aspects are the ones which usually get less attention. At the same time, these behavioral aspects play a crucial role in establishing the relationship with buyers, often considered to be more significant than the firm level factors. Also, my arguments call for tweaking individual selling behaviors depending on the buyer relationship and not for switching salespeople depending on the customer. I believe successful salespeople can 'adapt' to different selling situations and among the things they can adapt are the relationship aspects addressed in this article. This article was based on a quantitative research / case study I have posted on my [url]http://blogs.case.edu/ganesh[/url]. - Ganesh Thu, 19 Mar 2009 02:29:31 +0100 http://www.salesopedia.com/index.php/sales-leadership-articles3-10759/68-sales-leadership/1845-is-every-customer-worth-your-salespersons-best-effort-#comment-6 I like the approach, but I think you need to take it deeper. It is more than just determining the type of sales person for a client or how they engage. I would take it down to the individual sales tool level. I look at every offering we have and every method of sales we have (email, direct mail, seminars, tradeshows, on site account calls etc.) and determine the most cost effective methods of selling each individual offering that will not negatively impact our customer service. In some cases email campaigns have been exceptional at driving business, letting me reallocate sales resources to other offerings needing a more personal touch. I would like to get your thoughts. - Val K Sat, 14 Mar 2009 09:38:23 +0100 http://www.salesopedia.com/index.php/sales-leadership-articles3-10759/68-sales-leadership/1845-is-every-customer-worth-your-salespersons-best-effort-#comment-2 The article seems to share some parallels with the idea of certain sales-people being 'hunters' and others 'farmers'. In particular the different style of relationships and the levels of customer centric behavior. Is this how you see it ? - Rimrock Mon, 02 Mar 2009 16:12:58 +0100 http://www.salesopedia.com/index.php/sales-leadership-articles3-10759/68-sales-leadership/1845-is-every-customer-worth-your-salespersons-best-effort-#comment-1 How do you see this approach in terms of coordination with Marketing strategy? I think this approach has merit... - Catherine Mon, 02 Mar 2009 10:45:54 +0100