Jonathan Farrington — Page 47 — CEO, Editor, Author, Keynote Speaker, Customer Experience Evangelist, Sales Futurist

How High is Your “Customer Turnover”?

02.10.2016 by Jonathan Farrington //

It’s interesting that we regularly read articles or comments about high levels of staff turnover, but it is very rare to discover any commentary about “customer turnover”. It is almost as if it is a taboo subject, that there is shame or embarrassment attached to it… Why? I suppose it is an admission of failure. […]

Five Magic Words and the Sales 3.0 Customer

02.03.2016 by Jonathan Farrington //

Customer Expectations Have customers changed? In a word – yes! But you knew that already. How have they changed? They: Are more demanding Have higher expectations Have a more pressurized lifestyle Want everything, but don’t necessarily want to pay for it Are less tolerant Want more for their money, time and effort Are driven by […]

How to Manage Your Key Accounts More Effectively

“Most companies are looking for ways to manage their most important business relationships more effectively and more efficiently. It is not easy to do, and it is not always enjoyable to do, but when a key account works well, it is extremely satisfying. Key Account Management is a broad subject and this paper is designed to help make the management of key accounts easier, more effective and dare I say, more enjoyable …” Read Here