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Where are you spending more time; getting new customers or growing and expanding your relationship with the customers you already have? If you're like most companies, you're probably spending more time and money looking for and wooing new customers than finding new opportunities within the customers you already have. When the economy gets tough, everyone tends to go into survival mode and think that they don't have enough customers, or that they need new customers to replace the business that they lost. But the truth is that focusing on the customers you already have is your highest value strategy when times are tough.
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