I was recently asked how a business can generate more revenue from existing customers. The most obvious answer is to educate your customers on what you offer, and dig deeper to find more selling opportunities within their organization. In my opinion, this “easy” approach is the wrong approach.
Late last year, it was my pleasure to co-facilitate two peer discussion groups regarding protecting your customer base at the CompTIA event in Las Vegas. I found the experience to be fun and enlightening. CompTIA did a great job of setting up and educating the facilitators on running the groups. I was paired up with Gennifer Biggs from Business Solutions. I have known Gennifer from numerous other industry events and thoroughly enjoyed working with her.
(more…)