Market and Client Review and Evaluation

Communications with your customers should occur more than once or twice a year. By interacting more frequently with your customer base, a feeling of partnership is developed. Customers appreciate being called upon to give advice and suggestions on how product offerings can be improved. Mike Gruenberg has been calling on libraries for over 34 years and in that time has been able to help libraries help vendors to create better products.

Review current client list and current market sector:

  • Review current client list
  • “Right size” your client list
  • Develop regular communications to your clients; other than from salespeople
  • Examine Global Customer Advisory Group
  • Assist and review organizing, developing, maintaining and
  • conducting winning Advisory groups
  • Review current market sector
  • Analyze current market focus and examine possibility of developing new markets
  • Competitive analysis
  • Product Analysis
  • Are your profitable products really the most profitable?
  • Conversely, are your least profitable products really the dogs you think they are?
  • Are your salespeople actually well-matched to their market?

I have known Mike Gruenberg’s work at three different companies: OneSource, CambridgeScientific and ProQuest. Mike is an outstanding sales leader. He consistently exceeds his sales targets, developments long-lasting, productive relationships with his accounts, and, works extremely well with senior decision makers. He is hard-working, has the highest standards of integrity, and is well-liked by colleagues, his direct reports, and, customers. He is one of the very best sales leaders with whom I have worked in my professional career.

Marty Kahn, Former CEO, ProQuest
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