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Fundamentals of Sales Management: For the Newly Appointed Sales Manager by Matthew Schwartz

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Matching Your Team with Your Customer’s Team

Teaming up with customers is a process that helps establish joint goals and strategies. Many of the same concepts for developing your internal team apply to developing a partnership with your customers.

Before creating external teams, determining what the customer considers important will ensure the success of the team relationship.

The planning stage is the best time to do an assessment and establish the foundation and the customer’s expectations. Some questions to consider are:

  • What is the political climate of the customer’s business?

  • Who in the customer’s organization wants to be a team player? Who does not?

  • Who is best for the relationship team?

  • Who is best for the transactional team?

  • How deep in ...

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