This is a pencast for University of Denver Comm 4314.  I was asked to be a guest lecturer by the teacher.  It might take a minute to load, runs about 22 minutes.



We wanted to know what the one thing companies could be doing to increase revenue.  I know this is a very simple question but we posed that question to Sam Reese, CEO of Miller Heiman, the world’s leading sales methodology company.  His answer - Visit Your Customer.  Your existing customer is very valuable both in terms of protecting existing revenue but also in product development and marketing communications.  Sam relays how by visiting his customers, he found out that Miller Heiman didn’t necessarily communicate in the same “language” as their customers and also found out how to create a new product that Miller Heiman thought they had, but not wasn’t what the customer wanted.

So, like the old airline ad where the CEO informed his staff that their oldest client had just fired the firm because they didn’t know them anymore… Sam suggests you get on a plane, and get in front of your customer TODAY.