The relationship curve: A different approach to marketing and sales
from By Randall Craig
Have you ever felt that you were being "sold" to? Perhaps an over-the-top marketing campaign, or perhaps a slightly-too-pushy salesperson? If so, then you're not alone. The question, however, is why. And why do organizations so often encourage such off-putting activities? The main reason is because it works. But might there be another way to drive sales that is more aligned to how a prospect thinks? And might these other approaches be even more effective? The "relationship curve" client journey model provides some clues.
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