Please Don’t Kick Me Out Of The Fraternity To My Brothers & Sisters in Sales: I know you feel betrayed. I know you think I’ve gone to the dark side. But you know me, you know my credentials: (P&G, Aramark, bonafide sales and sales management pedigrees). Trust...
Back to "Gnats" – Traversing the Matrix (Sorry – this blog is a bit longer than usual, but we wanted to unveil the rest of the toolbox for getting to Gnats in anticipation of some exciting news in the weeks to come. Plus – it’s a...
Getting to “Gnats” – Out of “Counselor” “You’ve Got Mail!” Tenacity’s FreshEyes® Review of one of your most important clients has just hit your in-box. The “Impressions” recap has placed the client in the “Counselor” quadrant, i.e. the account team appears to be doing the job...
The Matrix Ok, we admit it. Tenacity has a Client Retention Matrix. One of the best smiles we get when teaching “Attitude & Action®” is when we ask the participants if they know why Tenacity created this matrix. Usually after a few tentative attempts we’re ready...
Resignation Tendered – Really? When we were circulating drafts of the manuscript for our second book, “Why Good Clients Fire Great Companies”, one of the items of feedback we heard over and over was; “Why should AJ and his team be forced to automatically tender their...
Commandments 9 & 10 We’re finishing our blogpost series on Tenacity’s 10 Commandments of Client Retention by combining the last two: #9: “The end of a contract doesn’t have to mean the end of a relationship”, and #10: “How you close a contract is just as important as...
Commandment #8: “The Worst Time to Renew a Contract …” Tenacity’s 8th Commandment of Client Retention states: “The Worst Time to Renew a Contract is When it is Due For Renewal.” We work with our companies directly to facilitate the renewal of major contracts. Of course, we...
Commandment #7: “Keep Track of Past Clients Throughout Their Careers” In many years of managing sales organizations, there would have to be one individual who, at the end of the day, would stand out as the best “belly to belly” sales person and relationship manager that...
BREAKING NEWS!! “Clients Do Dumb Stuff Too” We’ll return next week to Commandment #7 (“Keep track of past clients throughout their careers.”) But the big news of the day is that our third (and last) book has just rolled off the presses. The book is entitled,...
Tenacity Commandment #6: “When People Change, Everything Has The Potential To Change” (Part 2) The “Transition Lite” meeting is the key tool for dealing with changes in the client’s “Web of Influence®.” Do you remember “Attitude & Action®.” “Action” means, “whenever we perceive a threat to our...