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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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 […].

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. 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

The Art of Social Selling -- Summarized by getAbstract

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

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.

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.

Winning Consensus-Based Sales

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

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

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? Usually

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. There’s

What Salespeople Can Learn from Classic Songs

Sales appointments that turn prospects into customers

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 […].

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. forgot.

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.

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.

Convert Website Visitors into Customers

Fill the Funnel

The post Convert Website Visitors into Customers appeared first on Fill the Funnel. 16 Days 19 Hours 51 Minutes 42 Seconds We Are Live! Get Your Name On The Early-Bird List Over a year in field testing with beta clients, February 22nd will bring the launch of my new Software as a Service. Web Tools

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.

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 […].

Listen Up, Sales People: Two Big Things Your Customer is Telling You

Pipeliner

Like you, your customers are crazy busy and trying to maximize their time. One of the best ways to do that is to better engage with your customers by seeing things through their lens and putting yourself in their shoes. Aligning with your customer’s priorities is a great way to manage your time and a big key to your, and your customer’s, success. Truly Understand Me.

Developing Deeper Customer Engagements in the Digital Age

Pipeliner

It’s true that evolving technologies change the way that we do business by harnessing insights to improve our overall strategy – but they’re also changing the way that we develop more enriching customer relationships. Lucky for us, modern sales enablement technology is all about fostering deeper customer engagements with the precise audiences you want to reach. You got it.

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

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.

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! ]].

Retaining Existing Customers and Other Such Nonsense

Babette Ten Haken

Retaining existing customers doesn’t get a lot of respect until it matters. In fact, paying attention to keeping existing customers happy, loyal and renewable sounds like a bunch of nonsense. If you ignore the obvious, and take existing customers for granted, can you safely assume customers will have your back when it’s time to renew their contracts? Your thoughts?

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

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.” 

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.

6 Ways the Salesperson Can Optimize Customer Engagement

Pipeliner

It’s easier than ever to see where responsibility for poor results lies (in the sales team, not in the customer’s process). The post 6 Ways the Salesperson Can Optimize Customer Engagement appeared first on SalesPOP! Accountability is the new sales buzzword. Only about half of salespeople meet quota. Sales has, for some reason, been getting a pass on this deficit.

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Sowing the Seeds of IIoT Customer Discontent?

Babette Ten Haken

Customer discontent is created by many factors, mostly under your control if you remain alert. As a result, we often overlook or dismiss simple and seemingly insignificant factors which represent the root causes of customer discontent. Warning signs of IIoT customer discontent are best caught early and often. When dismissed as trivial, customer discontent festers.

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.

“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.

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?