Jim Tincher · From Stalled to Scaling · You Don't Have to Start From Scratch Anymore
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ask the sales team to take the five largest accounts, have each relationship owner identify whether confidence or feeling valued is missing, then pause relationship work until confidence is solved
“Once we actually activate the teams and we first work on creating confident customers, then we bring in the relationship work. That's when it starts paying in volume.”
“On the first runs, I have a lot of stops… then I start to remove the guardrails… the first time you micromanage, then you feel confident you remove most of the guardrails.”
“Buyers are looking for good quality clients, a well-run practice and a team that continues post-sale because they have existing relationships with the clients.”
“Buyers look for good quality clients, a well-run practice and a team that continues post-sale because they have existing relationships with the clients.”
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