Friday, August 13, 2004
Strategy : Going to War with Channels
The language we use for our sales force shows the adversarial nature of the relationship between sales and buyers.
Here another example: air cover advertising for the sales force. Do we really need to bomb our customers until they surrender and buy the product? How much more adversarial can we get?
The use of war terminology often starts in reference to competitors, but the attitude spills over into sales and poisons trust. The point here is that we need to change the conversation to create successful customer and channel relationships.
Scott Karren, The Channel Pro
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The language we use for our sales force shows the adversarial nature of the relationship between sales and buyers.
Here another example: air cover advertising for the sales force. Do we really need to bomb our customers until they surrender and buy the product? How much more adversarial can we get?
The use of war terminology often starts in reference to competitors, but the attitude spills over into sales and poisons trust. The point here is that we need to change the conversation to create successful customer and channel relationships.
Scott Karren, The Channel Pro
0 comments
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