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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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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.

How to Shorten the Customer Path to Purchase

Pipeliner

Every salesperson desires a magic wand that can make customers take positive actions consistently. 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

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 to Find Your Ideal Customer Profile

Pipeliner

For many business owners and professionals, utilizing customer relationship management software (or CRM, for short) is an essential part of marketing and building customer databases. We’ve come up with a few ways to help people find ideal customer profiles. In our case we’re assisting contractors, but these guidelines could help anyone find their ideal customer.

How To 122

Priceless, The First Customer Service Experience

Increase Sales

Once again I realized how truly priceless the first customer service experience really is. He only reaffirmed my first customer service experience with the Repair Department at Attwoods. So based upon our first customer service experience, my husband and I visited the store and ordered not only a replacement oven but a freezer as well. Credit www.pixabay.com. Share on Facebook.

Converting Website Viewers Into Customers

Fill the Funnel

If you have a website, answer this question honestly out loud – “Are your website viewers converting into customers?” The post Converting Website Viewers Into Customers appeared first on Fill the Funnel. Customer Acquisition Overview Marketing Web Tools WordPress Conversion LabHere are some sobering statistics: You only have 0-8 seconds to impress a […].

Lies Do Not Inspire Customer Loyalty

Increase Sales

When will customer service people from wait staff to store clerks to everyone else in between realize lies do not inspire customer service loyalty. Lies build distrust and turn existing loyal customers into finding other solution providers. ” I replied the food was great, but the customer service not so much so. No lies do exactly the opposite. Share on Facebook.

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

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

Post Sale Customer Abandonment impacts Customer Retention

Babette Ten Haken

What is your rate of post sale customer abandonment? How well does your organization “stay close to your customer”? Often, sellers leave customer retention, and customer experience, up to everyone else in their organization: the “non-sales” people. That is when customers can fall through the process cracks in an organization. Your customers will thank you.

Customer Follow-up Improves With Automation

Fill the Funnel

Why is customer follow-up important? It’s not enough to get your customer to buy. One key to doing this effectively is to offer sincere, timely follow-up customer service. Smart business people spend a great deal of time, work and effort on effective customer follow-up, and this is why automation can help. Customer Loyalty Program. Customer Feedback.

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. I don’t confess to be an […]. Entrepreneurs

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 […].

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? Mis-Assumption #2.

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 […].

Why Transactional Upselling Activities do not Retain Loyal Customers

Babette Ten Haken

Upselling becomes the next step along a linear, post-sale customer experience. That linear concept of upselling essentially freezes that customer in time. As a result, sales people focus on a specific transactional post-sale outcome: upselling the customer and increasing the value of the contract. Also, they do not diminish customer defection. Period. Let’s face it.

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.

How to Uncover Your Customer and Prospects Trust Criteria

Pipeliner

We can mistake good will and sales opportunity for strong enough trust to win over a customer or prospect. These behaviours alone do not help us get past the walls of past experience and the unknown evidence and expectations our customers look for to feel safe. Most people believe themselves to be of great character but yet fail to win over their customers, friends and prospects.

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. I forgot.

Deploy Your Customer Retention Game Plan

Babette Ten Haken

When do you deploy your customer retention game plan? Every time you consummate that sale, each time a customer signs off on the dotted line, your next move continuously focuses on retaining that customer. Create your customer retention game plan long before you close a sale. Otherwise you continue the customer retention status quo of reacting to the customer.

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 […].

Are you Guilty of Customer Inexperience?

Babette Ten Haken

Customer inexperience happens. When your organization solely focuses on winning deals, people, processes and systems gradually can become less effective and experienced at retaining customers. The root cause of customer inexperience is post-sale customer abandonment. Everyone (including the sales team) “assumes” that everyone else is sticking close to that new customer.

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. Is it “Oohhh!!!”

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 Is this really his pitch?” I wonder. For Sales Pros

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 […].

Sporadic Customer Retention Strategy is not a Strategy at All

Babette Ten Haken

Sporadic customer retention strategy tends to appear in three forms. If you are inconsistent and half-hearted when working with customers, then you lose credibility in their eyes. Then, there are huge failures in manufacturing execution or post-sale service delivery quality that derail any chances for customer retention. Asking for a customer’s time and attention is valuable.

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

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.

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! ]].

“Are You a Customer?” Is a Dangerous Question

Increase Sales

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?” ” Suddenly I felt more like “chopped liver” than a loyal customer of 20 plus years. “Are you a customer?”

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.

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. Yet we rarely understand these customer needs.

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.

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. 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 leadershipI can’t deal with what I don’t know. Don’t run from it. Thank […].

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

Customer Engagement: Ideas for Airlines to Improve Customer Engagement

Mukesh Gupta

A bright future for airlines who have good customer engagement. The airline industry has been notoriously infamous about the poor customer experience and engagement. The only airlines that are making profits are the one’s that have some semblance of good customer experience going. Request the customers to stick the smiley based on their experience on-board the aircraft.

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.