Stop the Client Clubbing

Mike Donoghue is a member of a multinational information technology corporation where he collaborates on the communications guidelines and customer relationship strategies affecting the interactions with internal and external clients. He has analyzed, defined, designed and overseen processes for various engagements including product usability and customer satisfaction, best practice enterprise standardization, relationship/branding structures, and distribution effectiveness and direction. He has also established corporate library solutions to provide frameworks for sales, marketing, training, and support divisions.

  CRM   Stakeholder Management  

Your foot made it in the door and you finalized the sale. Back-slapping and "attaboys" time is over though, and your managers are getting ready for their "What have you done for me lately?" speech. You've got to get poised for the next round of sales calls.

Sales and account managers rarely get a chance to rest on their laurels--they often turn to nettles just as you're sitting down. Supposedly it's to help inspire you to make further sales.

Product catalog and specs in hand, you're ready to do some follow-up with the new customer to get more of their business. Problem is, they don't want to be bothered.

Okay, they may meet some breathing space. Perhaps they require some implementation and test time to make sure what you sold them does what you told them it would. The door may be closed, locked and the knob taken off, but that doesn't mean you can't use your subtle powers of persuasion to help guide them in your direction again.

Entertainment Value

It is common knowledge that many movies made in the United States subtly use brand-name products as "set dressing." Soda and snack products constantly compete for your attention, especially those that can be found at a conveniently located concession stands, but other products make inroads as well. Vehicles and gadgets have guest appearances--guy toys from James Bond films and …

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