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We often underestimate our customers’ opinions because we don’t like to admit that we might be wrong, or that we’ve left a certain area of our business unattended. The consequences of this behavior are frequently disastrous, because while correcting a mistake on time is a great... Continue reading
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Whenever a company’s sales force is mentioned, we tend to mentally recall the old techniques of classic manuals. However, that course of action is dead and has given way to a new strategy based on scientific intelligence, which transforms the sales team into not only an efficient, accurate... Continue reading
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Do you know your customer? Do you really know them? Could you say which ones are the most profitable? Most likely the first instinct of any company director is to answer yes to these three questions. However, there are very few that could accurately list their company’s 20 most profitable... Continue reading
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The failures associated with CRM are inevitable. The key: an in-depth knowledge of the company and its customers A study carried out by the American company Bain & Company, author of the largest annual survey on the use that American companies make of management software, reveals that in 1989,... Continue reading
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“That’s it. I can’t take one more argument with the customer service girl. It’s been months of fights and excuses. I can’t stand feeling badly treated and misunderstood if I’m paying for a service. I’ve explained a thousand times what I need, and they... Continue reading
An Industrial Engineer with a PDD (Directive Development Program) from IESE, Flor de Esteban has ample experience in Sales Management and Marketing, as well as in General Management. She has developed her professional career with companies like Siemens, Accenture and DHL, a company at which she occupied several positions of high responsibility. Flor was Chief of Engineering at DHL, Director of Customer Service, Assistant to the General Director, Sales Director for four years and, finally, she served as Marketing Director for Spain and Portugal. Recently arrived to the DAEMON QUEST team as a Manager, Flor teaches classes at Master’s Programs at La Salle, and she is a frequent speaker at diverse seminars and courses at Business Schools such as ESADE.
Who is behind that 20% of customers that generates 80% of sales? Who are the most profitable...
