Latest / From Stalled to Scaling
You Don't Have to Start From Scratch Anymore
When a B2B customer relationship program shows no results, the problem isn't that the soft stuff doesn't work. Growth follows an order. Customer confidence is where growth begins, and feeling valued is what accelerates it. On From Stalled to Scaling, Jim Tincher explains why relationship investment aimed at an account that hasn't cleared confidence is money you won't get back. Then try this. For your five largest accounts, have each relationship owner pick which one is missing, confidence or feeling valued, and write down the five answers.
The skinny
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