When you grow your customer’s results:
Your Customer’s success depends on your success. Twenty-first century customers want suppliers/vendors who are strategic in nature. They are looking for relationships that have a long term potential. They are looking for you to be a positive impact to their organization. Read the book Achieve Sales Excellence by Howard Stevens, CEO of the Chally Group, and you will find that the 7 Rules of the Customer are all about your sales team and your overall company helping them achieve their goals.
What I found so many times is that a sales organization is setup to make more money, not to help their customers make more money! I see sales forecasts from the seller’s perspective, not the customer’s. Customer Service departments are set up in a way to keep expenses lower, not to better serve their customers. Marketing is driven from operations, i.e. “What we want to sell”, not from the customer’s needs or goals.
Until you see your organization from your customer’s perspective, you are operating from only 50% of the equation, you have a blind side.
To improve your customer’s results you need:
A company that is constantly working to improve will be effective in serving their customers bringing innovation to the market place and thus improve profits and reduce risk with loyal customers and employees.