School of Rock the Musical Demonstrates Selling to Existing Customers and Customer Service
- February 16, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This weekend we had seats to the new Andrew Lloyd Webber Broadway show, School of Rock. Our son has watched the original movie around a dozen times and didn’t think there was the slightest possibility that the show would be as good as the movie. Did the show meet expectations? I’ll share that in a moment, but first, let’s discuss the dynamic of the show versus the movie and compare that to an ongoing sales challenge. While salespeople have expectations for meeting outcomes and sales results, prospects have expectations too – for the meetings, salespeople, products, services, prices and terms that a company will provide at various times during your sales cycle. In the case of movie versus show, there is a better analogy to strategic account management and even customer service.