Executive Summary: Distributors too often seek information about results from the wrong people within the customer's organization.
This article outlines common pitfalls, as well as four critical steps for how companies can take an active role to gather
valuable information from the "right" contacts, those responsible for creating improved operating results through use of the
distributor's products or services. This "new information" forms the basis for stronger relationships based on measurable
results you help to develop.
Businesses buy products and services to produce better business results. This gives
the edge to suppliers that can quantify how their products or services contributed to the customer's improved business results,
but doing this is difficult. There are ...
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Executive Summary: Distributors too often seek information about results from the wrong people within the customer's organization.
This article outlines common pitfalls, as well as four critical steps for how companies can take an active role to gather
valuable information from the "right" contacts, those responsible for creating improved operating results through use of the
distributor's products or services. This "new information" forms the basis for stronger relationships based on measurable
results you help to develop.
Businesses buy products and services to produce better business results. This gives
the edge to suppliers that can quantify how their products or services contributed to the customer's improved business results,
but doing this is difficult. There are ...
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