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 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.

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 Art of Social Selling -- Summarized by getAbstract

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

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.

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 […].

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 […].

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

Winning Consensus-Based Sales

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

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?

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.

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

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 […].

Anticipating What Customers Need from Customer Service

The 1to1 Media Blog

This week, I'll be attending Enterprise Connect in Orlando where I expect to have a lot of discussions with people about communications trends involving the contact center and customers. Based on the content in the meeting invites I've received, I also expect a lot of chatter about WebRTC, Unified Communications, and the expanding use of video to strengthen the customer experience. Customer Engagement Customer Experience Customer Loyalty Customer Service Customer Strategy Emerging Trends contactcenterpreparedness customerservicetips

Position the Fit: Competing for Customer Mindshare

Dave Stein's Blog

Strategy 7 — Position the Fit: Competing for Customer Mindshare First, the opening two paragraphs. In Section I (Before the Sale),   you learned how to research your customer and elevate the conversation, focusing largely on possibilities and building a vision of success. With positioning, the battle for customer mindshare begins. Who on the customer’s team is telling you?

5 Effective Ways to turn Customer Data into Actionable Insight That Improves Customer Experience

Pipeliner

All companies know that information improves marketing campaigns, but what’s more important is the data collected as it improves customer experience. Data gives companies an understanding of the customers mind and how they […]. The post 5 Effective Ways to turn Customer Data into Actionable Insight That Improves Customer Experience appeared first on Pipeliner CRM Blog.

Data 74

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.

Are Sticky Customer Lifecycles Really Dead in the IIoT?

Babette Ten Haken

Sticky customer lifecycles are the “norm” for many sales professionals. Once the initial sale is consummated, sales people assume the customer is theirs for life. All that is required is serving customers with a median level of satisfaction. Off to hunt down the next new customer! Sales people assume each customer becomes “stuck to” products, services and equipment.

Finding Customer Engagement's Healthy Balance

The 1to1 Media Blog

Customer Engagement Customer Experience Customer Loyalty Customer Service Customer Strategy automation customerengagement customerexperienceAlbert Einstein once said that "It has become appallingly obvious that our technology has exceeded our humanity.". There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog.

Customer Journey Mapping Defined

The 1to1 Media Blog

Engaging with customers today has never been so convoluted. With multiple paths to purchase across myriad channels and devices, understanding the 'when,' 'how,' and 'why' of moving customers from point A to point B has become ever so critical. Customer Engagement Customer Experience Customer Service Customer Strategy customerengagement customerexperience customerjourneymapping cxjourneysThere’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog.

How Customer Identity Management Can Improve the Customer Experience

The 1to1 Media Blog

There's a goldmine of valuable data in the cross-channel interactions customers conduct. 1to1 Media's Tom Hoffman recently met up with Jason Rose, Gigya Senior Vice President, Marketing, to discuss key trends in customer identity management and how information shared by customers in their omnichannel interactions can be used to deliver more personalized customer experiences.

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.

Sales Tips For Every Stage of the Customer Lifecycle

Pipeliner

Does everyone in our sales pipeline and our customer base deserve the same monthly newsletter? The post Sales Tips For Every Stage of the Customer Lifecycle appeared first on Pipeliner CRM Blog. Relevancy. This one word describes what Apple has done for us. iPhones, iPads, iTunes…me, me, me. Logically, we [.] Pipeliner Product Updates

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

Gaining BuyIn for an Industrial IoT Customer Retention Strategy

Babette Ten Haken

Companies wrestle with the impact of an IIoT customer success and Industrial IoT customer retention strategy. They have their hands full executing their current customer retention strategy. Capitalizing on the opportunity to demonstrate even greater value in software and hardware offerings becomes key for an IIoT customer retention strategy. This is the Future of Work.

How Customer Loyalty Can Be Destroyed by One Simple Action

Increase Sales

Much is written about customer loyalty. As he learned of this, he saw tellers standing around, talking and not waiting on customers.  He told me, “They won’t take my fricking coins when people are standing around doing nothing?” To maintain customer loyalty is to understand what clients value. Additionally, transparency matters with regards to customer loyalty.  Don’t tell a customer you can no longer provide a free banking service and then sell a product charging a fee for the same service. Then he can bring it back to the bank. 

Proactive Customer Retention Strategy captures Voice of the Customer

Babette Ten Haken

Is your organization leveraging a proactive customer retention strategy or reacting to customer “surprises?”. First of all, create a proactive customer retention strategy in order to leverage execution of that strategy. What does your current customer retention strategy “look” like, from a boots on the ground perspective? Read this definition of Customer Experience (CX).

6 Ways the Salesperson Can Optimize Customer Engagement

Pipeliner

Customer engagement is not about sending out the most emails in one day. ” As a sales pro, you have lots of reasons to become accustomed to thinking about ways you can optimize customer engagement. The post 6 Ways the Salesperson Can Optimize Customer Engagement appeared first on Pipeliner CRM Blog. Accountability is the new sales buzzword. Only about half of […].

7 Ways to Manage Relationships With Your Star Customers

Pipeliner

CRM solutions can be tremendous sales tools, but the old rules about customer relationships still apply – and still contribute to successful sales. The post 7 Ways to Manage Relationships With Your Star Customers appeared first on Pipeliner CRM Blog. Sales Effectiveness

Customer Experience in 2016: Making the Emotional Connection

The 1to1 Media Blog

One of the undisputed thought leaders in the customer experience space is Bruce Temkin, customer experience transformist and managing partner at Temkin Group as well as co-founder and initial chairman of the Customer Experience Professionals Association (CXPA). In a blog post which lists the most important customer experience trends to watch out for next year, Temkin cites "the year of emotion" as the most important trend for customer experience professionals to track in 2016.

Customer Journey Mapping: The Way Forward

The 1to1 Media Blog

The customer journey today follows a winding path across devices, channels, and between the physical and digital realms, making the job of customer experience leaders tough. Following a customer's path is one thing. Customer Engagement Customer Experience Customer Loyalty Customer Strategy customerexperiencedesign customerjourneymapping dataanalytics

10 Ways to Overcome a Customer’s Objection

The Sales Hunter

An objection from a customer is not a reason to panic. Thinking you’re never going to have a customer object to something is not realistic. Ask the customer to share with you more insight as to why they raised the objection. Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills handling objections objections sales motivation sales tipsHere are 10 responses to consider: 1. always say it’s not the […].

Building a Sales Team: Becoming Customer-Centric

Pipeliner

The post Building a Sales Team: Becoming Customer-Centric appeared first on Pipeliner CRM Blog. In my last blog, I discussed how difficult building a sales team can be, especially for a startup. Your sales reps need to be entrepreneurial-minded (what I call salespreneurs) in order to help get the company truly off the ground and headed toward success.

Do You Really Know Your Customers?

Mukesh Gupta

Google trends shows that since mid 2007, there has been a consistent level of interest in customer advocacy as a topic. With the advent of social media and the amplification of the voice of the consumer, brands who want to put customer engagement at the center of their strategy, are getting more and more serious about nurturing these advocates  ( like Telstra announced in Feb ).

Who Killed Customer Loyalty

The Sales Blog

Customers are no longer loyal. Did the customer go first? Did the customer who was totally satisfied and thrilled beyond belief suddenly decide that it made no sense to be loyal and leave to find something better ? If the customer didn’t go first, who did? The post Who Killed Customer Loyalty appeared first on The Sales Blog. Who Went First?

A CX Tech Workforce catalyzes Customer Success

Babette Ten Haken

When tech teams understand the importance of capturing and acting on the customers’ voice , your company engages the customer in co-creating innovative products and service solutions. Recent Gartner research showcased a 53% increase in competitive utilization of customer experience (CX) information to make business decisions: from 36% in 2011 to 89% in 2016.

Hi There, Internal Customer Retention Experts Here

Babette Ten Haken

We are your organization’s internal customer retention experts. We love to retain your sales team’s customers. We want you to know that we really look forward to: Ensuring new customers have the proper care and feeding for superlative customer experience; Educating existing customers about under-utilized possibilities in hardware and software products, platforms and interfaces; and.

“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.

Successful Internal Customer Communication is Your 1st Priority

Babette Ten Haken

How would you rate your own internal customer communication capabilities? Does everyone on your team – your internal customers – understand what you are saying? If your own team cannot comprehend what you are saying to them, how do you expect external customers to successfully understand you? The reason for lack of successful internal customer communication?