When I started selling (a very long time ago) it was a question of “needs must”. Our business needed somebody to put in the hard yards and. despite my accountants training, it was me picked up the ball.
The only tools in my bag were intellect and honesty. The honesty bit was where “relationships” came in to the picture.
Later various employers invested in training me in the finer points of selling but the element that stayed with me was the “honesty” and the relationships that derived.
Like most people (and despite warnings from others more insightful than me) I started to take for granted one of those relationships, forgetting an important conversation.
Quite rightly the other party brought me up sharp, making his displeasure obvious.
Suitably contrite I resolved to concentrate more closely in the future.
Turns out that becomes harder to do as the number of relationships increases.
I need a tool to help me keep my relationships in pockets where I can find them, review conversations and bring myself up to speed with the current.
So we’re building this into Front Office Box, because if I need that, others must too.
How do you stay on top of all those conversations, those relationships?
I’m going to have my Personal CRM, because I really don’t want to be the jerk the guy in my story thought I was.
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