This week I have been hit by different folks from large accounts like EchoStar, ComCast and AT&T all spending millions of dollars. I was struck about how they all spoke about the same thing. To earn business they all ask for the same basic things:
- Provide demo equipment when asked for
- Support the demo with on-site folks that through it will learn about the needs
- Provide a quote of the requested equipment / services
- Respond to calls
- Ship product that was ordered and deliver on the date as was comitted
- Provide post sales support
It was striking to hear key customers say how 15 minutes in shipping can ruin 6 months of key account management.
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