With the relentless pressure to consistently hit their numbers, many teams lose sight of the importance of the customer. Join Steve Andersen, President and Founder of Performance Methods Inc. and co-author of Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World, as he busts the myth that last year's revenue numbers determine this year's performance. A better leading indicator is how consistently you put customers first, even as their needs change. Do you have the right customer sponsors? Are you working horizontally across their organization? And are you intentionally growing accounts? Those type of questions measure the quality of your customer relationships.

Guest: Steve Andersen (https://linkedin.com/in/steve-andersen-5442ab11)

Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic)

Related resources:

  • Contribute Relevant Value to Be Heard, with Jill Harrington https://sforce.co/2zaOa0Z
  • The Salesperson’s Most Valuable Portfolio — Aligning with What Matters Most to Your Customer http://bit.ly/2zCK1TD
  • Not Getting the Customer Relationships You Want? You May Be Asking the Wrong Questions, with Howard Brown https://sforce.co/2u25mQo