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Beyond the Sales Process by Dave Stein, Steve Andersen

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STRATEGY 12

Expand the Relationship: Leveraging Your Past Proven Value

Thus far we’ve discussed eleven proven strategies for the customer-driven world we live in today. Now we turn to the final one, Strategy 12, and it is the key to determining whether your implementation of Engage/ Win/Grow will be a circle or a straight, flat line. In Strategy 12, you will determine what your future with your customer will look like, and what type of relationship you, your organization, and your customer will forge together.

Don’t think for a moment that your customer will determine whether your relationship is about to expand; they won’t. They may hold the big vote regarding certain specifics, and that’s the way it should be. But when you trace back almost ...

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