Sales Gravy

MARCH 24, 2024

On this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience, sits down with Talroo's Vice President of Success and Enablement Barry Klein to discuss why a focus on customer retention is crucial for revenue growth.

Retention 80

Retention Revenue Customer Loyalty 80

Steven Rosen

FEBRUARY 7, 2024

Sales leaders must build trust by consistently supporting and advocating for their team, while also understanding and meeting the customer’s needs. Rika emphasizes the importance of stepping out of the office and spending time with sales teams, ISPs, and customers.

Social Media 156

Social Media Sales Leadership Media Face-to-face 156

Zoominfo

NOVEMBER 22, 2019

When confronted with the details – database management, customer account segmentation, and content creation – many companies balk and decide that perhaps ABM isn’t the right road after all. In fact, with just a few simple steps, DIY customer data segmentation for account-based marketing is a great way to get started. Sound familiar?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. Why is customer onboarding essential?

Positioning 127

Positioning Customer Churn Face-to-face 127

Smooth Sale

APRIL 15, 2024

Identify your target audience’s needs and how your products or services can solve their problems. By developing a comprehensive business plan, you clearly understand your business’s potential and increase your chances of securing funding and attracting customers. Exceeding customer expectations builds trust and loyalty.

Small Business 119

Small Business Small Business Advertising Advertising 119

Apptivo

OCTOBER 3, 2022

Who is a buyer and who is a customer? And, when and how does a buyer become a customer? The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. A customer is one who has made it his/her custom to buy at the business.

Marketing 98

Marketing Lead Rank Lead Scoring Campaigns 98

Pipeliner

JANUARY 10, 2022

In today’s customer-centric world, customer experience is everything. The Correlation Between Customer Experience and Sales Success. Customer experience (CX) describes a customer’s journey. This journey begins the moment a customer learns of a product or service, and after.

Customer 98

Customer Loyalty Distribution Discount 98

Sales and Marketing Management

MAY 23, 2017

They must become brand advocates and champions while also serving as thought leaders in their communities. Creating a strong social selling program means ensuring that sales staff know the difference between being brand advocates and conducting social sales. Ultimately, converting prospects into customers. Answering questions.

Social Selling 189

Social Selling InsideView Social Media Loyalty 189

Sales and Marketing Management

FEBRUARY 11, 2019

Author: Kelly Bosetti Salespeople once played a significant role in educating buyers about their options and helping them come to a decision regarding a product or service, but times are changing. In many ways, the average customer now carries the sum of all human knowledge in their pocket on their smartphones.

Education 330

Education Buyer Buyer Persona Social Media 330

Act!

DECEMBER 19, 2023

Every business, big or small, needs a steady influx of new customers. It can also help you close sales faster and build a loyal customer base. You only have to incentivize your current customers to bring in referrals. But you can’t wait for your customers, employees, and other businesses to send referrals your way.

Referrals 52

Referrals Networking Ideal Customer Profile Sales Qualified Lead 52

BuzzBoard

FEBRUARY 28, 2024

A crucial strategy involves engaging and transforming your current customers into brand evangelists for your small agency. Your satisfied clients can serve as potent advocates for your business, helping draw in potential clients and subsequently grow your small marketing agency.

Loyalty 52

Loyalty Outsourcing Services Scale Lead Rank 52

Pipeliner

APRIL 12, 2024

The customer’s experience with your company is crucial. It can be as important as your product or service. He advocated for a structured sales process. We mentioned our free webinar on reviving lost customers. Fostering an entrepreneurial spirit, building trust, and customer-centricity are foundational.

Video 52

Video Revelation Case Study Pivotal 52

The Sales Hunter

DECEMBER 27, 2014

I meet so many salespeople who come across more as a professor giving a lecture rather than an advocate offering customers solutions. It’s better to have a conversation with your customer. Blog Consultative Selling Customer Service Sales Motivation sales presentation selling skills video video sales tip'

Video 226

Video Consultative Selling Selling Skills Customer Service 226

SBI

AUGUST 5, 2021

In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? That part hasn’t changed.

Case Study 65

Case Study Customer Social Media Study 65

Sales and Marketing Management

DECEMBER 14, 2020

Today, this popular program creates channel brand advocates by rewarding those who view learning videos, complete in-person courses, take surveys, generate participant content (testimonials), or engage with an assigned sales/account rep (bring them in on a joint sale). Why is this a trending incentive initiative?

Incentives 295

Incentives Incentive Training Channels 295

BuzzBoard

FEBRUARY 16, 2024

Testimonials aren’t mere expressions of customer satisfaction – they’re powerful tools asserting a local business’s credibility and quality, enabling a connection of trust and community. Names, places, and specific service information in testimonials can significantly enhance local search rankings.

Small Business 52

Small Business Small Business Customer Referrals 52

Sales and Marketing Management

APRIL 26, 2019

Instead, we need to build specialist functions and individual capabilities that will allow us to effectively and efficiently engage with the customer at each stage of the customer-driven sales model. Just consider the following: Customers are actively avoiding salespeople. Customers are harder to reach.

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

Zoominfo

SEPTEMBER 16, 2020

Author and blogger Seth Godin describes a brand as “the set of expectations, memories, stories, and relationships that, taken together, account for a consumer’s decision to choose one product or service over another.”. To name a few: Gives customers a reason to choose your brand over competitors. So how do you do that?

B2B 261

B2B Social Media Hubspot Channels 261

Smooth Sale

SEPTEMBER 25, 2023

Beauty & the Beast Publishing , a multi-award-winning book publishing and media services company, was co-founded by Shara Lewis-Campbell. Lweis-Campbell is socially conscious and a fervent advocate of social restorative justice, raising awareness and amplifying the voices of the voiceless through innovative expression and inclusion.

Networking 113

Networking Scale Hiring Media 113

Apptivo

JULY 25, 2023

“A complaining customer can be your best opportunity to show how good you are …. And help create a customer evangelist.” — Shep Hyken 1. Unforgettable Customer Service: Real-Life case studies of Effective Complaint Handling 3. Scenarios’ on How to handle customer complaints effectively 4. Proven Tips 2.

Customer 52

Customer Case Study Loyalty Customer Service 52

Sales and Marketing Management

JULY 14, 2017

Author: Hunter Montgomery, CMO, Higher Logic Businesses increasingly rely on online communities as a vital channel for communicating with customers and giving customers a chance to connect with each other. Get to know your customer champions.and detractors. “In Seth Godin.

Marketing 192

Marketing Campaigns Channels Case Study 192

No More Cold Calling

MAY 13, 2021

Dawn Westerberg , senior channel marketing manager at Sage Intacct, put it to me this way, “We need to be deserving of a customer’s trust. And we must constantly measure how our customers feel about our interactions.” Your conversation should be 80/20—with customers doing about 80 percent of the talking.

Ideal Customer Profile 290

Ideal Customer Profile Social Media Referrals Sage 290

Alice Heiman

MAY 11, 2023

From an ‘Always be learning’ mindset to customer focus, hiring, execution and motivation she lays out the entire playbook. Every sentence could be its own chapter. Watch the podcast below or on our YouTube channel.

Hiring 75

Hiring Microsoft Nonprofit Scale 75

Sales and Marketing Management

MARCH 14, 2018

You don’t even need to land a single new customer. According to a study from Harvard Business School , you can boost profitability by 25 to 95 percent by focusing on current customers and boosting retention rates by just five percent. It costs five times more to land a new customer than to keep a current one in the fold.

Retention 223

Retention Customer Loyalty Remedy 223

No More Cold Calling

JANUARY 3, 2019

They work collaboratively with their sales team, customer service team, product team, marketing team—you name it. She describes the challenges to advocating for curiosity and five distinct ways to bolster curiosity in companies. It’s also key for sales success. These top reps aren’t lone rangers.

Google 299

Google Face-to-face Cold Calling Survey 299

Alice Heiman

MAY 12, 2023

From an ‘Always be learning’ mindset to customer focus, hiring, execution and motivation she lays out the entire playbook. Radhika Shukla has worked in a sales leadership role at some of the largest tech giants including Microsoft and IBM. She takes us through the entire gamut of building high performance sales teams.

Microsoft 75

Microsoft Hiring Nonprofit Scale 75

Smooth Sale

MARCH 21, 2024

Trade shows are opportunities for personal interactions, which can be invaluable when building long-lasting customer relationships. By attending a trade show within your industry, you can reach out to customers in your target audience and promote brand recognition and sales.

Trade Show 88

Trade Show Marketing Social Media Referrals 88

Sales and Marketing Management

OCTOBER 9, 2017

In this business environment, you’ve got to do such a stellar job for your customers that they return to you again and again – and become lifelong customers. This is something I call “suspicion-of-value” because the customer asks to know more from you. The best sellers will demonstrate, educate and advocate.

Microsoft 213

Microsoft Decision Maker SME Hiring 213

Sales and Marketing Management

JULY 26, 2020

In most companies, however, many senior sales professionals are dialed in on their own revenue goals and customers’ experience, so participation in training tends to fall by the wayside, and the charge of onboarding these valuable resources is handed off to different departments. Share the Collective Customer Knowledge.

Hiring 234

Hiring Training Lead Rank Health Care 234

Zoominfo

APRIL 22, 2020

Now, we’re covering the ways they’re stepping up for their customers—a business decision that is equally as crucial as supporting employees. Ways Companies are Supporting Customers During COVID-19. Several organizations are offering free services specifically for kids and schools. Keeping us connected. Thinking of our kids.

Company 173

Company Customer Microsoft Film 173

Hubspot Sales

OCTOBER 11, 2019

Salespeople make critical prospect connections, communicate the value of your product or service, and directly impact your bottom line. Personal selling is highly effective for a few reasons: It allows for detailed, personalized communication between your business potential customers. Prospecting. Presentation. Handling Objections.

Buyer Persona 110

Buyer Persona Sales Qualified Lead Follow-up Lead Qualification 110

Sales and Marketing Management

MARCH 29, 2019

However, just as technology has evolved, so has the customer’s sales approach. Deals are increasingly more complex and customers have access to more information earlier in the sale. This new digital workforce augments staff by taking on mundane tasks, enhancing the customer experience and the C-suite by optimizing processes. .

Marketing 209

Marketing Webinar Metrics Software Software 209

Pipeliner

MAY 6, 2021

We all know that trust is a critical element in turning prospects into customers and customers into advocates. Randy Conley (Vice President of Client Services & Trust Practice Leader for The Ken Blanchard Companies ). What does trust mean to a customer? SET REMINDER. How do you build trust in your brand?

CRM 98

CRM Pipeline Competition Coaching 98

BuzzBoard

NOVEMBER 14, 2023

Digital agencies, armed with the right knowledge of audience psyche and sharp techniques, have the power to transform local prospects into loyal customers and brand advocates. Clearly define what sets you apart and how your services can solve their challenges and achieve their goals.

Hiring 105

Hiring Analysis Social Media Objections 105

Alice Heiman

APRIL 2, 2024

His focus on the customer journey always in the forefront. ” He underscores the need for a solid foundation before scaling, advocating for a strategic approach to growth. 10:18] User Adoption Challenges – The importance of robust onboarding and user adoption in the early stages of customer relationship-building. [12:23]

Scale 62

Scale Strategy Hiring Pivotal 62

Partners in Excellence

JANUARY 4, 2024

What we do, whether long form or short, our outreach/engagement techniques, our processes/methodologies, the metrics and incentives, how we create value, how we coach, develop, and grow our people differs—from company to company, customer to customer, market to market, individual to individual. But they don’t!

Ideal Customer Profile 95

Ideal Customer Profile Guidelines Lead Rank Lead Scoring 95

Sales and Marketing Management

JUNE 19, 2018

Rather than aggressively selling, our team members are taught to shine the spotlight on other people, encouraging them to become our third-party advocates. That way, potential buyers don’t feel “sold” to — instead, they receive our products and services as if they’re coming from a friend and ally. Appreciate the little guys.

Referrals 219

Referrals Journal Buyer Persona Study 219