Are Customers Getting In The Way Of Doing Business?

Channel Instincts - A Marketing Blog By Greg Bonsib

Are Customers Getting In The Way Of Doing Business? Most business think they are customer centered when in reality they are sales centered.  Another way of say this is that they are internally focused.

Think about the conversations within your own company.  Many are very internally focused.  Silos pitted against silos without a real understanding of what the needs or goals of the customer are.

I suspect without exception your sales teams know what’s needed.  The handicap is they are often not in the office or –worse – when they are they are perceived as being “unrealistic” about pricing, product requirements or lead-times.

In other words, “why don’t they sell what we have?”

Customers should not get in the way of doing business

Customers should not be a roadblockHow does a company overcome this obstacle?  By building an externally focused, customer-facing team to bridge the gap between sales and product marketing.  This team is often called Channel Marketing,

Channel Marketing is needs to be…

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About bigdifferenceoflife

Trainer, Coach, Motivator & Sales Development Specialist
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