In a conversation with a salespeople about “Quarterly Business Reviews” I was struck by something interesting.
The salesperson could quickly articulate why THEY wanted a customer to attend the business review.
YET when I asked “well why would the customer want to come?” they had no answer.
A “Quarterly Business Review” MUST be customer facing!
It’s about
> how you help them reach their goals… not how you are going to make your numbers
> when their business needs to complete a project… not your forecast accuracy
> what additional problems you can help solve… not selling more product
Granted, the “not” is answered if you have the customer facing conversation… but with out the CUSTOMER FOCUSED part you’re another self serving salesperson.
Don’t make your customer question the value of a business review – tell them what they’ll get in the agenda!
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