   
 | From the Editor's Desk
When CEOs Make Sales Calls How top-management involvement in B2B relationships can drive - or kill - deals
Many senior executives at B2B suppliers see spending time with customers as a way to stay abreast of the market and as part of their job. But the results of their interactions vary widely. They can boost revenue and strengthen ties-or they can damage or even rupture relationships.
This article describes five distinct roles played by senior executives in relation to strategic customers - hands-off, loose cannon, social visitor, dealmaker, and growth champion - and examines the risks and rewards of each type. Becoming more customer-centric is not just another project for top executives to put on the to-do list, the authors argue; it is an essential part of growth and a fundamental driver of success.
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| | Top Story Top StoryTop Story Editor's Note: The more worrisome factor, of course, is that this surge would eventually lead to an increase in the number of deaths as well. The death numbers already seem to be on a rise. These had come down to between 30 and 40 every day in the last month. In the last two days, however, more than 130 deaths have been reported from Maharashtra, over 80 of which reported on Wednesday. These are not deaths from the same day, however. Many of them are from previous days, some even from the past few weeks, because of the time lag in collating the data. But weekly averages give a good indication of the trends.Top Story |
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