In her latest book, Relevant Selling, author Jayne L. Smith makes an excellent point about a customer focused company. She makes it very clear that a company focused on their customers has the best chance for success in any business.
The customers needs must drive your company. Smith puts it this way "The voice of the customer should dictate your budget, strategy, and resource allocations. She takes it a step further by making the point that companies must ask their customers what is important to them.
This sounds like a very simple strategy and I agree with it strongly. Find out what your customers want and structure your business to meet those needs better, faster, and with more consistency than your competitors.
Check out Jaynie's website http://www.jayniesmith.com/ and if you have an opportunity to hear her present at a seminar, I recommend it. She will help your company's sales efforts.
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