Your company probably uses some sort of CRM program like Salesforce.com, which is great, but I have a question for you.
Besides logging in meeting notes, quotes and other business data, do you have a confidential place you establish and maintain the personality/emotional profile of your clients and prospects?
- What kind of buying personality do they have?
- Are they innovators or risk adverse?
- Do they like to get right to the point or do they like data?
- Do they enjoy forming personal relationships or are they suspicious of doing so?