Voici comment vous pouvez évaluer votre succès dans le développement et le maintien des relations avec les clients dans le domaine des ventes techniques.

Along with this, a key insight would be to track the output our product is giving to the customer - is it in line with the expectations, are they looking for more features/functionalities, is the ROI satisfactory etc. In essence, this is tracking any and all possible openings which can be a point of entry for our competition.

Though sometimes they buy once a year, that customer is just as important as the guy who buys monthly. When you learn the sales cycle you can determine how often to touch that account. You want to give them space but also keep YOUR name at top of mind. They will respect you more.

One thing I found helpful is asking clients for feedback on the frequency and quality of communication. Regular, effective communication is crucial for maintaining strong client relationships, as it ensures clients feel heard and valued. While NPS can provide valuable insights into client loyalty, it doesn’t always capture the full picture. For instance, I’ve seen cases where clients gave high NPS scores but had unresolved issues that weren’t reflected in their ratings. Therefore, while NPS can be a useful tool, it’s important to supplement it with other feedback methods, such as direct conversations and detailed surveys, to get a more comprehensive understanding of client relationships.

Renewal rate should not just be retention but also a YoY add-on, which is in-line with the customer's current and future growth. Sales effort should be to maximise this by focusing on more engagement across functionality vs value conversations.

Transparency and honesty are number one to me. Do the right thing even when no one is looking! You can't build a relationship if you are not honest and transparent with your customer/partner. Have empathy and build rapport with your customer/partner... Add value whenever you can.

And when analyzing the industries, products and services that result in the most growth we can draw stark conclusions on market trends, needs, and cost benefits. This then can be placed into a strategy chart where four directions can be allocated for growth. Benchmark your testimonials and track your progress in each line and you will find examples of best practices , where to add monetarily value to boost levels and where to remain consistent. This overall will yield a doubling effect over each quarter. If rapid growth is needed investing in both technology and personnel will be your best direction for allocating funding.

I have worked in wholesale, distributor and retail sales levels as well as B-B, in a wide range of industries. Astrength I have developed is to provide not just products but solutions. Often approached for items I may not offer, and due to my varied experiences, I find it often takes only a few minutes to provide some potential sources, rather than just say ' I don't carry this'. Customers appreciate it and puts you at top of list for your core offerings.

Be Prepared and Proactive Take ownership of each task, seeing it through to completion. This level of preparedness and commitment is essential in truly impressing a client. Demonstrate Attentiveness and Reliability - Listen carefully to avoid having clients repeat themselves - Take thorough notes during interactions - Follow through on every promised follow-up or deadline - If you make a promise, keep it—or promptly explain any unavoidable delays always. Go Above and Beyond Find ways to incorporate yourself into various aspects of the client's needs, even if they're not directly related to your primary role. This shows initiative and a genuine interest in their success while offering you insight to their pain points.

Everyone likes to be given something, whether it is an upfront resolution, customer support or potential risk mitigation and especially when they haven't asked for it. Customer engagement should not be limited to sales but more towards educating, resolution and awareness. This value input on a constant basis can be realised in a yearly or mid-yearly sales cycle.

Success for any client in any engagement begins with vetting and understanding what success looks like before you begin. Having clear alignment on the desired outcomes while remaining agile is how to define and manage scope in accordance with the agreed outcomes. The result should dictate the means and any pivots required to stay on task and measure progress against the objectives. Most projects fail because there were never SMART objectives to begin with.