Practical insights
for commercial growth

Martijn Rozendaal describes how a FreshEyes® Review revealed what no dashboard showed. With three questions every commercial director should ask themselves.

All blogs

Expectation management sounds professional. But the term itself is misleading. “Manage” suggests that you determine what the customer expects. In reality, expectations change continuously, often without the customer realizing it.

Your account managers are busy. Very busy. Are they with customers or in meetings? Being busy is not the same as delivering value.

85% retention. Sounds like a solid pass. But do the math: with 15% customer loss per year, you lose almost half your customer base in four years. Your sales team must fill that gap before growth can begin.

For more than 25 years, I worked at large corporations, the last two in IT. Great titles, solid budgets, good results. And yet something still...

Recently I was at a training session with an account team. Ten people, all busy. Very busy. One of them proudly told us how he had dealt with a billing problem that morning...

Customer retention starts with knowing expectations and the right relationships. Discover why this is the turning point in customer retention.

Prevent customer relationships from depending on one person. Discover how to build a strong Web of Influence and minimize risk.