by Sam Klaidman | Mar 16, 2014 | Growth
When servicing your company’s products, your customer has only three choices – you (either directly or through an authorized service channel), an independent service provider, and in-house service. In most cases, there are only two viable alternatives – you and them...
by Sam Klaidman | Mar 3, 2014 | Growth
When strategizing on revenue growth, success requires outside-the-box thinking. If everyone is shooting for the same goal and frequently goes into coast mode when they achieve that level, then eventually, everyone will do the same things, and no one will have a...
by Sam Klaidman | Dec 30, 2013 | Growth
Everyone knows that “what gets measured gets done.” This goes double for selling anything, including service contracts. However, before we start looking at the essential contract-selling metrics, let’s first look at the service contract sales process and the...
by Sam Klaidman | Dec 23, 2013 | Growth
This is the second of two parts to a blog about metrics you should consider to manage your service contract selling process. In the first segment of this blog post, I discussed the five metrics for the service contract sales process that I think are most important:...
by Sam Klaidman | Apr 8, 2013 | Customer Loyalty
Before prospects become customers, they only have expectations about your products, services, and what it will be like working with your company. When they convert, real-life experiences quickly replace these expectations. However, your customers will still be...
