Do you know the names of all of your clients to the point where you can match them up to their company without thinking too hard? Do you know the big high level needs of each of them off the top of your head? If you ran into them at Starbucks would you be able to say hi and talk about things without looking out of the loop? Do you know what their number one concern is with you? Or their favorite thing about you?
If you answered “no” to any of those questions – then go get personal with your clients. If you’re a sales manager you need to ask each of your salesmen these questions on a regular basis.
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