tag:blogger.com,1999:blog-7909694753333773993.post7105004312580575882..comments2012-01-02T23:41:45.534-05:00From the Author: Will Fultzhttp://www.blogger.com/profile/07284433640879475562noreply@blogger.comBlogger2125tag:blogger.com,1999:blog-7909694753333773993.post-44889713974541744612009-01-15T19:44:00.000-05:002009-01-15T19:44:00.000-05:00Sue,<BR/><BR/>Thanks for your comments.<BR/><BR/>I agree that having a centralized message to your customers and prospects that is coordinated from the top down can be highly successful. However, it is still hard to compete with salesperson relationship built on face to face activity.<BR/><BR/>Thanks again,<BR/><BR/>Will FultzFrom the Author: Will Fultzhttp://www.blogger.com/profile/07284433640879475562noreply@blogger.comtag:blogger.com,1999:blog-7909694753333773993.post-57483162522787265202009-01-15T18:22:00.000-05:002009-01-15T18:22:00.000-05:00I totally agree with your thoughts on how we must leverage existing relationships. I am currently in the process of creating a playbook within our company on how we will develop and execute on our "Expansion Opportunities". In these very difficult economic times, it has become critical to maximize the relationships and trust/loyalty we have built with our customers. The 'art' to building out our Playbook for how we will manage our Sales Expansion Activities has an interesting twist however. Our challenge will be in coodinating all the existing expansion activities across the organization. Everyone is executing expansion activities to the best that they can, but it needs to be easily centralized with the customer at the center so that the messaging is timely, consistent and relevant. So, it's a 'good problem' in that everyone has the best intentions and their energies in the right spot. It's going to be a matter of getting the process coordinated and setup in a playbook, along with using our CRM system to be our expansion system of record!Sue Murrayhttp://www.kadient.comnoreply@blogger.com