Overview
In the previous chapter, we used our detailed and closely integrated marketing and sales process to close the sale and secure the order, creating our new customer relationship. But we’re not finished. We’ll now examine the art of helping your new customer to hit the road running. Why is this important? Because it’s all too easy to close the sale and lose attention on having the customer realize all of the business benefits that you sold to them. Whatever your product or service offering, a smooth transition into the customer’s existing systems by properly managing the installation process is essential to avoid buyer remorse, customer support problems, and any early damage to a new relationship for which ...
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