Question

Topic: Customer Behavior

Relationship Management Works For It Solutions Com

Posted by Anonymous on 3/30/2005 at 4:24 AM ET 250 Points
An IT solutions provider has asked us to design & execute his RM program to large Banks globally. However to convince his team that this works for IT companies, I need to show case studies/examples of better lead management/increased ROI/shorter sales cycles or such like with reference to the Intels/IBMs of the world.
With results
Am unable to find any. Any stories/suggestions?
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RESPONSES

  • Posted by telemoxie on 3/31/2005 at 8:58 PM Accepted
    ... hmmm

    no responses yet, eh? Personally, I believe that relationship building programs take longer, not shorter, and so you may be looking for something which does not exist...

    ... you may want to check this recent post:
    https://www.marketingprofs.com/ea/qst_question.asp?qstID=6501
  • Posted by telemoxie on 3/31/2005 at 9:00 PM Member
    ... although the longer "sales cycle" might be considered shorter from the perspective of the sales person, since he picks up the ball further along in the sales process.
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