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JUNE 18, 2012

What happens when this is a prospective customer? Customers and potential buyers of your products and services are so multi-tasked now that they very well may be looking you in the eyes and listening – only to forget later what it was you said. Are they listening? We value your time and promise good stuff for you. .

Customer 225

Customer Proposal Buyer Coaching 225

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MARCH 28, 2012

Now there is community and conversations all around the topic of Customer Reference. In fact, there is an International Customer Reference Community Conference coming to Boston in May. Event organizer Claudia Koenig says: “Customer references and customer advocacy are becoming about far more than just writing a case study.

B2B 169

B2B Customer Case Study Conference 169

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NOVEMBER 8, 2012

What is the best way to worsen a relationship with a prospective client, a customer, or an invaluable referral partner? Answer: Only communicate through email. Never pick up the phone, and be guilty of two other bad email habits that happen every day, all over the business world.

Customer 239

Customer Referrals Guarantee Outbound 239

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MAY 14, 2016

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Customer 144

Customer B2B Sales 144

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AUGUST 24, 2018

If the whole, entire company supported revenue generation, how strong would your customer care or customer service team be? If everyone supported revenue generation, how easily could we detect a disgruntled customer about to leave us? Would nothing ever slip through the cracks?

Revenue 215

Revenue Company Customer Service Customer 215

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NOVEMBER 15, 2019

It is the time of year we traditionally think of a way of thanking a customer or referral partner, and we toy with whether to send a prospect some sort of a gift.

Prospecting 227

Prospecting Referrals Customer Sales 227

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MAY 17, 2019

You know what happens – great conversation with a future customer of yours, and then the conversation goes silent. Radio Silent. They don’t return your calls or emails – even if you had multiple interactions. What to do?

Buyer 175

Buyer Prospecting Conversion Customer 175

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JULY 18, 2017

In selling, we've been trained that getting potential customers and clients to say "yes" is the most important part of negotiation. It's time to rethink that strategy.

Negotiation 215

Negotiation Strategy Training Customer 215

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MAY 30, 2013

It is time to review how a customer experiences your brand says IBM. A shocking statistic of $83B lost each year in poor customer experiences. They conduct analysis of customer insights. Finally, they take a broader view of the customer experience , beyond just marketing. Creating a consistent customer experience.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

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NOVEMBER 22, 2013

Three major takeaways from the study include: How CxOs are opening up to customer influence. How CxOs are crafting engaging customer experiences. The study showed that customers are next in line in influence – even before the corporate board or non-executive employees. How is your company collaborating with customers?

Study 216

Study Influencer Lead Rank Lead Scoring 216

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DECEMBER 8, 2014

He just published his second book, AMP Up Your Sales – Powerful Strategies that Move Customers to Make Fast, Favorable Decisions. I interviewed Andy recently to help readers understand more about how to move customers – a skill that is so necessary today. The key here is that the customer is not gifting this time to you.

Ideal Customer Profile 203

Ideal Customer Profile Customer How To Lead Rank 203

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JULY 26, 2013

He went on to talk about how many companies are doing the same things over and over – not changing on behalf of our ever-changing customers. It caused me to wonder about my customers and the customers of this blog’s readers. What are your customers’ strategic goals for the next 6 months to a year?

Company 212

Company Revelation Face-to-face Webinar Metrics 212

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MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. New insights into their customers, giving the company competitive advantages. • Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

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JANUARY 11, 2013

Companies now have so much unstructured data and often so little real insight into customer trends and sales effort trends. Pacesetters want to better understand what their customers use of social and analytics means. They want to be where their customers are. According to Ed Abrams, start with simple, analytics dashboards.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

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JANUARY 28, 2014

So why are you not able to use it to predict more helpful business trends, share common memes throughout your organization or really add more value to your customers? Buyers similar to your customers who the sales team should be talking with. You have so many apps and programs in sales, and more data than you could ever consume.

Data 208

Data Health Care Retail Lead Rank 208

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OCTOBER 18, 2013

These include prospects, customers, former customers, vendors, partners, and referrers? Many systems now connect to proposal tools, email systems, web landing pages, customer service logs, and just about anything that would matter to customer-facing reps. How do you handle pre-prospects? How did that happen?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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MAY 28, 2013

Delighting Your Customers. The event theme was Your Customer in Context , and all the keynotes as well as many of the sessions I attended reinforced the idea of relating to the customer on their terms, where they are, when they want your interaction. What does “your customer in context” mean to you?

Company 208

Company Film Study Lead Rank 208

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MAY 19, 2016

CEO Dave Elkington spoke from the main stage and shared one of the results from their Business Growth Index results polling customers and non-customers.

B2B 131

B2B Data Sales Customer 131

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JULY 22, 2014

Understand the industry your buyer is in, and who their customers are. Create a list of prospective customers and track what they are talking about on LinkedIn, Twitter, and on their website. If I have prospects and customers in the banking industry, I’m going to track banks by name and if I have a geographic territory, by location.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

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OCTOBER 15, 2014

Listen for disgruntled customers of your competitors. Verizon regularly looks for unhappy customers of competitors and tries to connect with them on Twitter (according to Kashmir Hill of Forbes.com.) AT&T has a Twitter account called @ATTDeals that targets their competitors’ displeased customers. read the article here.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

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JANUARY 29, 2013

In a bigger organization, a marketing team might have specific customer reference team members who focus solely on building up a reference library and referral program. In many SMBs and mid-market companies, often the strategy to ask happy customers for referrals just does not happen. It might just have to start with you, Mike.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

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JUNE 12, 2013

Most people know how to identify prospective customers or clients and they track them in a CRM system with next actions set. There has never been a better time to find simple and even free tools to capture your prospective customers and all your connections). Mindful means that it is thought out, and planned for.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

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OCTOBER 21, 2016

I also had never met the CEB folks in person – just through virtual conversations, social posts, and of course, in reading the hugely popular “The Challenger Sale – Taking Control of the Customer Conversation” and the more recent “The Challenger Customer – Selling to the Hidden Influencer Who Can Multiply Your Results”.

Marketing 120

Marketing Influencer Course Conversion 120

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MARCH 26, 2014

The easiest way to determine who your best future buyers are is to take a look at your best current and past customers. What makes them such great customers for you and your company? Understanding Your Target Market . What characteristics do they have? Look Socially.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

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AUGUST 21, 2012

Once you have raised your visibility as a top influencer – hopefully through talking online about subjects and issues on the minds of your clients and potential customers, you need to find ways to further those conversations so that if there is a need on the part of someone viewing your content, you’d know it.

Influencer 201

Influencer Ideal Customer Profile LinkedIn Call-back 201

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MARCH 11, 2013

Value is what you need to add to gain the attention of your buyers, and by delivering valuable insights to your buyers is how they will likely become a customer. Sometimes a glitch in our company’s products or services will cause a potential customer to not purchase. It has to make sense – hence the win/win opportunity.

Inside Sales 212

Inside Sales Lead Rank Lead Scoring Outbound 212

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APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records.

CRM 291

CRM Revenue SugarCRM System 291

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JUNE 24, 2013

Talk to existing customers – yep, those who know you, like you, and are pleased with your work should be delighted to refer you to other colleagues of theirs in business. Bonus idea: Call customers you have not worked with for a while and re-connect. Quick ideas: For existing customers it is easy if you enjoy working with them.

Referrals 213

Referrals Outsourcing Services Inside Sales Lead Rank 213

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NOVEMBER 28, 2014

We used to pick up the phone to call customers when something came in that they would like. It was community based selling at its finest – based on “small data” and based on crowdsourcing, because we polled our customers and shoppers in person in real-time as they were in the shop. Ask them how they know what their customers want?

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

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SEPTEMBER 2, 2014

What was so surprising to me and many others was the loyalty of the employees and customers for their company president, Arthur T. He claims to be equal to everyone at the company – including the customers, vendors, and employees. If you are a sales rep, are you leading with your prospects and existing customers?

Lead Rank 200

Lead Rank Lead Scoring Leads Marketing Qualified Lead 200

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JUNE 26, 2012

As more and more of your customers are spending time involved in social media, you too need to build your midmarket company brand. Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. As in real life, you need to go where your customers are. What communities? What tools?

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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NOVEMBER 5, 2014

There are at least two types of prospective customers on LinkedIn – Industry / Niche Specific. Those with a pulse and a heartbeat on LinkedIn and your desire to make anyone a customer because you are such an amazing awesome company. For some strange reason, you cannot customize a connection request on the mobile LinkedIn app.

LinkedIn 229

LinkedIn Ideal Customer Profile Twitter Inside Sales 229

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NOVEMBER 5, 2018

The subtitle says only part of what this new book is about: “Winning Customers Away from your Competition”. For me as someone who reads nearly every new book on professional, B2B selling I felt Anthony under-promoted the huge issue of KEEPING clients.

Cancellation 127

Cancellation Promotion Competition Software 127

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NOVEMBER 15, 2016

Recently I had the opportunity to talk about how challenging and complex modern sales has become for both the sales rep and his or her customers with three true sales experts:

Opportunity 120

Opportunity Sales Customer B2B 120

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JUNE 9, 2014

By the same token, a sales manager is one of the sales professional’s top customers – if not THE top customer. Sellers, remember that your sales leader IS your #1 customer – work with them. A raised eyebrow means something – head shaking means something.

Ideal Customer Profile 204

Ideal Customer Profile Sports Twitter Inside Sales 204

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AUGUST 14, 2012

Research: Learn more about your competition and your customers’ market sectors by setting up a regular process of quick research on Twitter, LinkedIn Answers, Focus, Quora, SalesGurus and other places your buyers are, and tie that in with either Google alerts or a strong Inbound program to learn about customer segments.

Social Media 233

Social Media B2B Strategy Media 233

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FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. Unfortunately in a corporate environment there are added tools, sometimes departmental tools and customer tools. With many tools comes overwhelm. Resistance to the Cloud.

CRM 238

CRM Outbound Tools Study 238