Customer Retention

  • United Airlines Uses Customer Service This Way to Impact Sales
    • June 26, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    united airlinesYesterday, I was returning from New Orleans on an airline I had previously decided never to use again.  When I arrived at the airport, the monitors showed that my flight, scheduled to depart at 5:18 PM, was delayed.  I entered

    …
    read more

  • Customer Service Neutralizes Efforts of Your Sales Force
    • April 14, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I am more convinced every day that the most overlooked and under-rated sales function in most companies is their customer service department.

    This extends beyond toll-free phone numbers and includes the people you meet when you walk into a company’s

    …
    read more

  • How to Lose Customers Under Contract
    • July 27, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You know that your competitors’ top prospects are your existing customers that you have under contract, right?

    …
    read more