Relationship Management and Client Engagement: Delivering Sustained Sales Success

Client engagement means understanding what you can do to help your client achieve their goals, and then using this understanding to guide your decisions and focus your work. In short, customer success is the mantra behind client engagement.

The best companies and sales professionals recognize that each customer has different priorities and preferences. When selling predominantly to other businesses, these goals may be related to profit/loss or market share, while others may be more altruistic, for example, relating to the public sector and governmental priorities. Whatever the specific sector, one fundamental question remains for all clients: what is being done to help the client achieve their goals and deliver value to their stakeholders?