by Sam Klaidman | Aug 10, 2015 | Growth
Q. I haven’t updated my service contracts in five years – is that OK? A. No. This is way too long Q. If they still sell, why should I change anything? A. Because customer needs change, and you don’t want to wake up one morning with a significant problem on...
by Sam Klaidman | Jul 27, 2015 | Growth
I had no competition when I started selling my company’s service contracts. Our products were mission-critical, and most of our customer’s policies were to buy the OEM’s service contract. Hitting quota was easy! Competitors Today things are...
by Sam Klaidman | Apr 20, 2015 | Growth
In a previous post, I discussed how customers buy your products and services because they need the outcomes from using them. I included a brief list of “value from use” attributes but decided to save a special “value proposition” for this post – time. Yes, time is...
by Sam Klaidman | Nov 3, 2014 | Growth
Our white paper, Because I’m The Customer, defined a brand as the sum of all expectations and experiences. This implies that a consistent message and set of experiences will lock in customer loyalty. However, after an incident or two, the memory of these...
by Sam Klaidman | Oct 13, 2014 | Customer Value Creation
The world is changing. People in sales roles always worry about asking too much money for their products or services. They are concerned that no matter strong their offer is, the prospect will fixate on cost and only buy on price. Because that has been true almost...
