Category: Customer Engagement

Customer Engagement

How easy is it to do business with you?

Today I visited a private bank in Bangalore. There was a person who wanted to open a savings account with the bank and deposit some money. The bank manager went on to inform him that the bank can open a savings account and accept his deposit only if an existing customer of the bank recommends. Here is someone who walks up to your office offering business and the manager almost refuses the business or is willing to do business on conditions. I think this is what happens to a lot of other organizations as well. As the organization gets more […]

Customer Engagement, Sales

Double digit revenue growth

With the global economy showing signs of recovery, most of the organizations are looking at revenue growth. Most of the large organizations (like SAP, Uniliver,etc) are looking at achieving double digit revenue growth for 2010. The questions to ask are :-  Should these large organizations  be happy with a double digit revenue growth (read 10-12%) ? Is this the best that they can do ? If yes, why is that so ? Is their size restricting them from doubling their sales every 2-3 years or are there other reasons ? Is is possible for these large organizations to achieve 25-30% year-on-year growth in their revenues […]

Customer Engagement

Relevance of our products/services to customers

I received a comment on my previous blog on sales process that if there is no demand for a product/service, improving the sales process might not have any benefit. True. But how do you know if the decline in sales is due to lowering demand for your product/service or is it due to some other reason. My belief is that as long as your product/service is able to solve a key challenge for your customer, the demand for your product/service should not decline. If it still declines, the culprit lies in the process. A follow-up question is, how, when and how often do […]