Which of These 4 Categories Are Your Clients In?
The philosophy behind strategically managing our clients underscores the importance of understanding the impact of those relationships. Most of us 'get' that intellectually. Yet, during the course of day-to-day selling, the emotional need to make quota often overrides rationale. The result is that we end up with varying client relationships each of which can be categorized in one of four ways. As you read through these, think about where your prospects and clients fall. L