Trending Sources

How to Make B2B Data an ROI Catalyst

Sales and Marketing

Teaser: Believe it or not, your current customer data is actually the secret source of future growth. Organizations constantly claim to be “customer-first”; now you have a chance to put that aspiration toward your organization’s growth. Believe it or not, your current customer data is actually the secret source of future growth. Issue Date: 2016-07-22.

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Customers Expect Better and Better Customer Experience

Babette Ten Haken

Customers expect better and better customer experience (CX) the longer they choose to do business with you, courtesy of the Internet of Things (IoT). Today’s connected devices, equipment and machinery and interactive platforms set a new benchmark for customer expectations during their lifecycle journey with your organization. Customers are connected to the Internet of Things.

Customer Awareness and Customer Care

Mukesh Gupta

A recent post by Bernadette Jiwa  made me think about the difference between Customer Support, Customer Satisfaction and customer awareness/care. Both customer satisfaction and customer support are targeted towards customers who are vocal about what they think and feel about the product or the company.

The Vital Importance of Customer Advocacy

Pipeliner

The post The Vital Importance of Customer Advocacy appeared first on Pipeliner CRM Blog. For Sales Pros customer-centric customers sales professionalsJoel specializes in guiding his clients to obtain bigger pipelines, increased brand and product awareness, faster revenue and empowered transformation. […].

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks

How do you connect Customer Lifecycle to Customer Success?

Babette Ten Haken

Customer lifecycle describes the developmental stages of customer passage with your organization. Customers evaluate, buy, use and develop/maintain a degree of loyalty to your products or services. Customer lifecycle is the foundation of customer relationship management (CRM). Where does customer success enter into this sales equation? Usually

Customer Fade-away and Lost Sales Opportunities

Babette Ten Haken

Customer Fade-away happens. Customers you really didn’t pay much attention to gradually ride off into the sales sunset. Until you and I decided to take a look at that customer base of yours. Customer fade-away represents not only lost initial sales opportunities. Your organization also loses the opportunity to renew and retain these customers. Let’s see. forgot.

Introducing Custom Auto Number Fields

Pipeliner

The post Introducing Custom Auto Number Fields appeared first on Pipeliner CRM Blog. We believe that CRM Software must be easily and rapidly customizable to your company’s specific needs. This is also important for the data forms within the CRM software—no two companies are going to use the same fields, the same arrangement of fields, or even the same field names. Tips and Tricks

Client Side Experience of Customer Retention Efforts

Babette Ten Haken

Consider the quality of client side experience for your customer retention efforts. Worse than that, leave customer retention efforts up to other people in your organization. Somewhere along the way, you lose focus of the customers you serve. The duration and quality of client side experience of customer retention efforts is firmly in your hands. syndrome.

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus

Introducing Custom Opportunity Forms

Pipeliner

The post Introducing Custom Opportunity Forms appeared first on Pipeliner CRM Blog. A CRM solution is only as good as its flexibility. This is also important for the data forms within the CRM software—no two companies are going to use the same fields, the same arrangement of fields, or even the same field names. Tips and Tricks

Always Time for a Customer Retention Pulse Check!

Babette Ten Haken

Take a customer retention pulse check. The relentless hunt for customers forms the essence of sales as we know it. However, as you hunt new business, who is keeping an eye on your existing customers? Are your existing customers out of sight and out of mind? As you acquire new customers, create the network of resources who will retain that customer with you.

Outstanding Salespeople are “Customer Secret Addicts”

Pipeliner

How does it get tagged as remarkable and indispensable by their customers? The post Outstanding Salespeople are “Customer Secret Addicts” appeared first on Pipeliner CRM Blog. The challenge in a world where virtually everyone has their basic needs satisfied is determining how an organization can stand out and be noticed. Today people are looking beyond their basic needs and are looking for opportunities to feed their individual wants and […]. All About CRM Sales Strategies

Know This One Thing to Help Your Customers Buy

Pipeliner

The neuroscience and decision making of customers we know popularised by books like ‘Chimp Paradox’, ‘the brain audit’ and Cialdini book ‘Influence’. The post Know This One Thing to Help Your Customers Buy appeared first on Pipeliner CRM Blog. We can’t ignore the fact that we’re all motivated by something. Entrepreneurs

How to Shorten the Customer Path to Purchase

Pipeliner

Every salesperson desires a magic wand that can make customers take positive actions consistently. And the most admirable action is purchase.  If you happen to know how to shorten the path to purchase with every customer you come across, won’t that be great? The post How to Shorten the Customer Path to Purchase appeared first on Pipeliner CRM Blog. For Sales Pros customers

Quit Chasing Every Customer!

The Sales Hunter

Their reasoning is they want to attract customers who are now attracted to the ultra low fare airlines like Spirit. United Airlines announced last week a new cheap fare that does not allow ticket holders to carry on any luggage. Check out at this link a great article by Benjamin Zhang at Business Insider regarding […].

Customer Retention Strategy leverages Renewals

Babette Ten Haken

Do you have a solid customer retention strategy in place? Let’s say you work for a company with a selling culture that constantly pushes new business acquisition rather than customer retention (pretty much most companies). That scenario leaves your renewal customers at a competitive disadvantage. That’s no customer retention strategy at all. For your customer.

Slaughterhouse Questions and Customer Discovery

Babette Ten Haken

Slaughterhouse questions are my go-to pattern when working with new manufacturing customers. I can’t wait to get a plant tour and discover the customer’s context. Slaughterhouse questions, and determining the situational context of how people actually use the stuff you sell, not only set up the first sale to that customer. Those guys were trying to turn me into a vegetarian!

Toxic Teams impact Customer Success

Babette Ten Haken

It’s bad enough when you recognize and regulate toxic customers that suck the life-blood out of you. Ultimately, the workarounds, infighting and non-collaborative activities of toxic teams impair team output and the success of your customers. Are you a member of a toxic sales team, engineering team, customer service team, you-name-it-workplace-team? could write a book, huh?

When It Comes to Results, Focus on Your Customer

Pipeliner

Equally frustrating are the salespeople that are so focused on their numbers they turn customers and prospects off. The post When It Comes to Results, Focus on Your Customer appeared first on Pipeliner CRM Blog. For Sales Pros customers sales leaders salespeopleAs a sales leader, you live and die by your results. What is the key to building a team that is […].

What Does It Mean To “Really Add” Customer Value?

Pipeliner

The experts are telling us that in today’s economic environment if you want to keep and build your customer base then you need to learn to add value. The post What Does It Mean To “Really Add” Customer Value? Entrepreneurs customersValue is your differentiator, value is what will make you standout from your competition. So what does that mean to “really” add value? Isn’t it enough that […]. appeared first on Pipeliner CRM Blog.

Realistically delivering Credible Customer Experience

Babette Ten Haken

Realistically delivering credible customer experience is challenging. Will customer expectations be sustained, in actuality, once products, services, equipment and software interfaces are designed, installed and in production? Short customer lifecycles represent one type of customer experience scenario. That is a long time to maintain a customer relationship.

Proactively Retaining Customers leverages an Attitude of Gratitude

Babette Ten Haken

Proactively retaining customers is a privilege. Now let’s focus on proactively retaining customers. Evaluate whether you are reacting to negative customer experiences as a viable customer retention strategy. Alternatively, consider the benefits of proactively retaining customers and avoiding those negative experiences before they happen. Reap the benefits.

Communication Dysfunction impacts Customer Success

Babette Ten Haken

Your customers’ success also is impacted as part of the package deal. They are unable to create highly valued outcomes that contribute positively to customer success and customer retention. Communication dysfunction only negatively impacts customer success when you allow it to. How does this happen? Go no further than your workplace and corporate culture.

Understanding Customer Needs

Partners in Excellence

The sales person was asking the customer about their needs. As I listened to the questions, it struck me, the majority of the questions really weren’t about the customer’s needs but really about the product or solution. All the questions were focused on the solution, but few were focused on the customers’ needs. I was listening to a “discovery call.” 

What Do You Do When Your Customer Wants To Vent?

MTD Sales Training

There are times when the customer simply wants to let off steam. Communication Skills customer service when customers need to ventMaybe the delivery you promised hasn’t arrived. Or some of the equipment has broken down. Or there’s simply too much pressure on the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Would Customers Pay for Your Sales Calls?

Pipeliner

The post Would Customers Pay for Your Sales Calls? When I speak to audiences of sales professionals and ask, “How many of you sell value versus price?” everyone raises their hand. But my next question “So how do you do that?” is frequently followed by an uncomfortable silence. Many consider themselves to be value sellers but few are able to articulate what that really […].

Creating an Always-On Customer Experience Strategy

Babette Ten Haken

An always-on customer experience strategy keeps your organization on its toes. Opportunities to impact customer success through innovation. Customer service is not the sole component of an always-on customer experience strategy. You are counting on your products to fail your customers at some point. On the other hand, the customer has a different idea.

How do you connect Customer Lifecycle to Customer Success?

Babette Ten Haken

Customer lifecycle describes the developmental stages of customer passage with your organization. Customers evaluate, buy, use and develop/maintain a degree of loyalty to your products or services. Customer lifecycle is the foundation of customer relationship management (CRM). Where does customer success enter into this sales equation? Usually

Lessons In Customer Loyalty

Mukesh Gupta

However, that was not be the case and that did not leave a positive impression on me or a few other customers who walked in using the same offer. I did exit without actually doing any purchase. It was simple, small and a sweet gift that was sent to me (and am sure to a countless other customers) just before their big festive sale is about to begin. Don’t Trick Your customers.

Four Effective Ways to Gaining Customer Loyalty

Pipeliner

Every business owner knows from a financial perspective that it is much less expensive in retaining your current customers than acquiring new ones. The process of acquiring new customers, demands lots of marketing, selling and an increase in other costs in production and etcetera. Related: How Creative Customer Insights Will Help You Retain Customers If a […].

Change Your Attitude: Engage Customer’s Always

Pipeliner

The post Change Your Attitude: Engage Customer’s Always appeared first on Pipeliner CRM Blog. In the past few months I’ve been treating sales calls differently. When my phone rings and it’s some cold-calling junior rep, I’ll actually listen to what he’s asking me. “Is this really his pitch?” I wonder. For Sales Pros

Customer Experience Foresight requires Organizational Collaboration

Babette Ten Haken

Customer experience foresight requires a deep dive into organizational hindsight. Make decisions on how to better serve customers today and in the future. Deploying company-wide actions from historical customer experience (CX) and user experience (UX) insights takes guts. Uncovering root causes responsible for creating today’s customer experiences sets the stage and strategy for tomorrow’s customer experiences. Customer experience foresight frees the data from data kingdoms to uncover past insights influencing the present. The result? So do these teams.

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Customer Experience Is Hard Enough Without Self Deception

Pipeliner

Call me slow off the mark but I’ve never jumped into the customer experience pond. The post Customer Experience Is Hard Enough Without Self Deception appeared first on Pipeliner CRM Blog. For some reason I’ve not been tempted to dive bomb it and announce I’ve arrived. Instead my instinct has been to sit on the sidelines and watch its progress.

Why Your Customer Might Not Hear Your Message

Pipeliner

I frequently hear sales managers and sales professionals say they have a great message for their customers, but it just seems to fall on deaf ears. These same people will say to me, “We tell our customer exactly what we can do for them, but they just don’t get it.” The post Why Your Customer Might Not Hear Your Message appeared first on Pipeliner CRM Blog. Sales Effectiveness

10 Ways to Deal With a Customer Complaint

The Sales Hunter

Give me a customer complaint any day over a customer not being happy and not complaining. I can’t deal with what I don’t know. Below are 10 ways to deal with a complaining customer and a couple of bonus ideas: 1. Blog Customer Service leadership customer customer service sales leadershipDon’t run from it. Thank […].

“Are You a Customer?” Is a Dangerous Question

Increase Sales

young lady (probably late teens early twenties) answered.  I asked if she had received my deposit and she responded rather quickly: “Are you a customer?” ” My brain immediately replied in a rather loud voice “Am I a customer?”  Are you serious, am I a customer?” ” Asking “Are you a customer?” Share on Facebook.

Targeting Transactional Customer Experience or Long Term Strategy?

Babette Ten Haken

Targeting transactional customer experience (CX) can short-change your business long-term. You miss capturing strategic, mission-critical processes and opportunities essential for impacting customer success and customer retention. The longer the lifecycle of your products, equipment and services, the more customer journeys and perceptions are involved.

Become IoT Sales Savvy to retain IoT Customers

Babette Ten Haken

This strategy is a must for IoT customer acquisition and retention. Help customers overcome their IoT overwhelm. Customers are overwhelmed with the tsunami of digitization required to become more competitive. You need to be IoT sales savvy when working with IoT customers. You do everything but observe and listen for IoT customer requirements. First things first.

Stop Annoying Your Customers

Mukesh Gupta

This reminds me of a video that Gary Veynurchuk released, talking about how “Marketers Ruin Everything” You can watch this video below: So, if you have complete attention of your audience or customers or prospects, would you respect it and use it responsibly (With Great Power comes Great responsibility) or would you rather want to be the marketer who ruins everything? AGAIN.