News
-
5 core principles that form outstanding customer relationships
Business success today is dependent upon developing mutually beneficial relationships that create shared value, solve mutual problems, and get both salespeople and customers to a place of “we” rather than the usual “us vs. them” tug of war. Here are five core principles that form the basis of a ...Read more -
High-risk sales models that get results
Determining which sales model makes the most sense for your business is a little like trying to balance a scale – every change you make on one side is bound to have an impact on the other. Case in point: A recent study highlighted a popular sales model that resulted in more than 85% of reps nati...Read more -
Here’s proof customer service is most critical part of your company
Without great customer service, your company could sink! Scary, but research-proven true. Here’s what you need to know (and do). Customers care about your products, technology and social responsibility. But they put their money on customer service and the overall experience. Service seriously co...Read more -
Is it time to rethink your personalization strategy?
Are you personalizing the customer experience more than ever? It might be time to rethink your strategy. Here’s why. Within the next five years, 80% of companies that have invested in personalizing the customer experiences will abandon their efforts because they struggle to manage all the data ...Read more -
The key ingredients in every customer’s buying decision
No matter how complex your products or services, customers look for four things before making a buying decision. They are: a product a solution a worthy business partner, and someone they can trust. They look for salespeople who understand and appreciate their problems and provide valuable ex...Read more -
Tapping into 5 emotions that guide customers’ buying decisions
Here are five of the most common emotions that guide prospects’ buying decisions, along with some creative ways for salespeople to tap into each one when prospecting: 1. Acceptance Prospects are constantly on the lookout for new ways to increase their standing within an organization (or industr...Read more -
4 ‘musts’ of a successful sales strategy
Here are four innovative ways to better understand your customers’ needs, and provide the type of service that leads to more business: Capitalize on how digital technology has changed the sales game: If Marketing was 80% creative and 20% logistics back in the early 90s, it’s the exact opposite ...Read more -
Customers aren’t spending – but the experience still counts
While you likely still support customers in a crisis like the epidemic, your customers probably won’t buy as much because of professional and personal uncertainty. But how you treat them every day and the value you deliver now will make a difference in the long run. Here are six things you can d...Read more -
Robo-marketing? It might not be too far off!
In the customer experience realm, robots and artificial intelligence (AI) have a bit of a bad rap, mostly because of things like infamous automated answering services. But with constant improvements in technology, robots and AI have begun making positive strides into the world of marketing. Thou...Read more -
How to make proactive social customer service work better
social media has made proactive customer service easier than ever. Are you capitalizing on this opportunity to boost customer loyalty? Traditional proactive customer service efforts — such as FAQs, knowledge bases, automated notices and online videos — can increase customer retention rates as mu...Read more -
Ways to break through customer resistance
While it’s important to keep showing up, and offering ideas and information to prospects/customers, there is a line between being persistent and being a nuisance. The difference between being persistent and a nuisance lies in the content of your communication. Being a nuisance If every communic...Read more -
7 tips to turn customer complaints into relationship-builders
Customer complaints can be an effective tool for strengthening a relationship. There are three reasons for this: Complaints point out areas that need improvement. They also act as warning signs that a customer is about to switch to a competitor. Complaints give you a second chance to provide s...Read more
