The Economic Collision of Customer Service and Social Media

Increase Sales

The customer has evolved from being King or Queen to being an Internet socially connected King or Queen. No longer must he or she hang on for minutes to speak to your customer service department.

Great Customer Service Doesn’t Equal Great Customer Experience

Partners in Excellence

I’ve been, at the encouragement of the service provider, changing our mobile plans to save money. The funny thing is the customer service people I talk to on the phone are fantastic! From a customer service point of view, I can’t give them any higher compliments. I’d been receiving emails from the vendor saying, “You can save a lot of money on your wireless/mobile services.” I called customer service.

Trending Sources

New Product Launch – Identifying the Right Promotional Channels

Sales Benchmark Index

Then generate demand through promotional channels. Make sure you have the right promotional channels for your product launch. Download the Persona Ecosystem tool to explore the ideal channels for your promotion plan. There was no imaginative brainstorming of potential channels.

The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

Whether you and your team need some bite-sized instruction, a full course correction or just a bit of motivation, there’s a wide variety of YouTube sales training channels that can help you. If his stamina alone isn't enough to inspire you, his YouTube channel -- "Success Channel" -- will.

Relationship Selling? Is There Such a Thing?

The Sales Hunter

The concern I had with the person and his reliance on building the relationship is he wasn’t doing enough to help the customer understand the needs they might have and how he could assist them. He’s allowing the customer to drive the process.

3 Important Ways Account-Based Sales Teams Can Stay Relevant

No More Cold Calling

It used to be that you were at the top of your prospecting game if you targeted the Holy Grail of markets: software, semiconductor, manufacturing, professional services, networking, mobility, biotech. One path is to identify new alliances or alternate distribution channels.

10 Reasons For Using Sales CRM System Or Software For Your Sales Reps


increase in agent activity due to the inclusion of social media and mobile network channels; and lastly, 65% is the total average of agents who have been consistently reaching their quota upon the adoption of a CRM. Improving Your Customer Service. Higher Revenues From Customers.

Why Telemarketing Remains the Unsung Hero of Lead Generation

The Sales Association

She is the former Vice President of Telesales & Customer Service at Lotus Development, a subsidiary of IBM. In this position, her organization delivered $151 million in sales from corporate customers in addition to managing one million plus Customer Service inquiries.

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

The evolution of Sales & Marketing into Revenue Ops & Customer Ops. YoY Increase in CAC leading to increased reliance on channel partnerships. The role of text messaging and other unconventional communication channels in sales prospecting and customer success.

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

That adds expense, disrupts your sales team and, potentially, creates a customer service disaster. It’s the number one challenge in the channel, hiring top talent. Few decisions are more essential to the success of your company than who represents your products and services.

Here’s the Real Reason CPQ is so Important (And Why that Won’t Change Any Time Soon)

Cincom Smart Selling

Louis Columbus does a good job of breaking down the reasons why CPQ is accelerating in popularity in this Forbes article , but here’s the gist of it: Global scalability across channels, industries, selling strategies and pricing scenarios. Columbus is definitely correct – any product or service delivering the above benefits would catch the attention of just about any organization. With little exception, we as a whole want self-service, automation and personalization.

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2018 Plans are Set–Time to Execute!


At Flannery Sales Systems, we just finalized work with three of our customers on their 2018 sales plans. The plan’s brevity forces key players to make decisions on which channels to market, key strategies to penetrate each, and which team members will be assigned. A sales process helps transform the overall strategy into a tactical execution plan, providing all customer-facing roles with clear direction on how to take each opportunity from lead to revenue.

Staying Ahead of the Sales Clock by Aaron Tolson

Increase Sales

Most outside salespeople would tell you their most important priorities are finding qualified sales leads, getting in front of those prospects, closing the sale, and maintaining customer relationships. Lack of an organized schedule leads to fewer customer visits and lost opportunities.

A Get-Well Plan for Sales Ops in the New Year

Sales Benchmark Index

Having an enterprise-wide Customer Master File (CMF) is the ideal first step. CMF’s provide a unified view across the organization of your customers. Sales, Finance, Marketing and Customer Service need this alignment.

Persona Ecosystem – High Impact Exercise to Dial-in your 2013 Marketing Plan

Sales Benchmark Index

For marketing leaders tasked with acquiring new customers this is the most valuable exercise you will perform all year. The collective environment of thought leaders, influencers, communication channels and possible touch-points that surround a prospect makes up their ecosystem. This may include your company website, sales staff, marketing Lead Development Representatives from your Lead Generation program, customer service, technical support, etc.

How To Fix Your Marketing Structure Problems

Sales Benchmark Index

Customer service handles the few inbound leads and hands them off directly to sales. Partner or Channel Marketing. Sarah had completed her customer assessment and internal stakeholder reviews. How do you know it’s time to restructure your marketing organization ?

What is the State of Marketing in 2013

Score More Sales

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.

The 30+ Most Desirable Sales Skills & Traits You MUST Develop To Become An Unstoppable Rep

Sales Hacker

Without listening skills, a sales professional risks compromising other stages in the sales process such as lead qualification and customer-solution matching. In addition, demonstrating that you are a subject matter expert generates trust among your customers. .

Sales 28

170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

Account refers to a record of primary and background information about an individual or corporate customer, including contact data, preferred services, and transactions with your company. . Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Channel Partner. Channel Sales.

Sales 22

Your Current Sales Force Structure Costs You Sales Every Day

Sales Benchmark Index

They were in diverse industries, from data management to managed services. (To Before you think to yourself “customer service handles that” and snap your phone shut, let’s dive a little deeper into what I mean by “Inside Sales.” a totally separate strategic channel for you.

The Strategic Account Manager – How do you Compensate This Critical Role?


The role of a salesperson is very clear: sell the company’s products or services to new and existing customers. These large organizations require multiple resources, such as pre-sales and customer service, to meet their needs.

Social Business Week – July 25 thru 29

Fill the Funnel

Top experts will discuss all the ins and outs of social CRM, secrets for successful social selling and the ways to best integrate social media into a customer service strategy. Thursday, July 28th Social Strategy: How to Offer Great Service and Still Achieve ROI.

20 Questions that Turn Cold Prospects Into Loyal Customers

Keith Rosen

They expressed interest but where did your customer go? ” Missing In Action – Where Did My Customer Go? What do you like most about our product/service that makes us unique? What about our service do you find most valuable? Customer for your time.

Letting Our Customers Help Solve Our Problems

Partners in Excellence

Upon reading the title of this post, some of you are probably thinking, “Dave, don’t you have it backwards, aren’t we supposed help the customer solve their problems?” We are supposed to help our customers identify and address their problems.

Keys to Improved Sales Performance - Part 4 of 4

Understanding the Sales Force

You''ve all seen that show before and for all but the top 6% of the sales population, that show is one that will cause you to change the channel and tune out because you can''t stand what you''re seeing. United Airlines Uses Customer Service This Way to Impact Sales.

3 Keys to an Effective Digital Selling Strategy

Sales and Marketing

Digital selling yields the best results when companies offer consistent experiences across all channels, including brand image, media releases, client presentations, customer service, and product engagement. EY found that the increase in products and services available to B2B buyers in recent years has made them more discerning. When all offers appear equal, customers tend to buy from people they like. Walk a mile in customers’ shoes.

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CPQ Perspectives: The Distributor

Cincom Smart Selling

We spend so much time talking about CPQ as it relates to sales folks and organizations engaged in the selling of products and services that we lose sight of the fact that CPQ extends well beyond those processes. They are not so much concerned with manufacturing processes or upstream supply chain issues other than how those issues might affect their ability to serve their customers. Their focus is on customer service and operational execution.

Smarter Commerce Global Summit 6 Tips for Midmarket Companies

Score More Sales

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.

How Is Your Time Being Spent?

Partners in Excellence

Both they and we were shocked with the results, less than 20% of their time was being spent directly on customer related activities. Basically, it was the time most critical to finding new deals and helping the customer move through their buying process.

Get Clear On Your Vision, Get Clear On Your Sales

Sales and Marketing

So whatever the size of your business – whether you are a scaling startup or a Fortune 1000 business – it’s critical to be clear about this vision and to articulate it clearly throughout your business and your sales channel. But you’ll still need to ensure that the vision makes sense to your colleagues, customers and prospects if you are to succeed in spreading confidence, boosting revenue and inspiring growth. Author: Hazel Butters Why does your business exist?

The Product Focused Company

Partners in Excellence

I spend a good amount of time calling on the customers and prospects of my clients. We were very interested in learning more about why these customers bought from my client. They had product divisions with product managers, marketing, sales, customer service.


Delicious Sales

Customer Service (995). Channels (799). Customer (6670). Customer 2.0 Josiane starts her authoritative book with a discussion of Customer 2.0, Customer 2.0’s Topics Major Topics. Sales (12918). Marketing (6398). Training (4995). Prospecting (4539).

[Webinar wrap-up] 5 Keys to Accelerated Lead to Money


Peter O’Neill, Vice President, Research Director, Forrester Research and Laura Roach, Senior VP Marketing and Customer Success, OpenSymmetry shared valuable information on aligning the customer buyer journey for a holistic approach to accelerate Lead to Money in a recent live webinar.

Sales Operations–Connecting Everything To Produce Results!

Partners in Excellence

Often it’s on how we maximize our impact in connecting with customers, or maximizing performance –organizationally or individually. They look outside the organization–starting with customers, looking at channel partners, then everyone in the sales organization. They focus on “How do we make it easier for the customer to buy?” They fight for the customer, partners, and sales within the organization.

Sales 14

Slow Down, You Move Too Fast

Partners in Excellence

No, I’m not channeling Simon And Garfunkel’s Feeling Groovy. Because you’ve been involved in the company, perhaps years of service, you make assumptions based on your experience—and these may be entirely wrong. Do most of these without the sales people so the customer can be open.

Guest Post: How to Effectively Monitor Your Online Reputation

Jonathan Farrington

Social media is the perfect channel in which to monitor all reputations. Understand the needs and the perceptions that customers, business partners, investors, the media and competitors have of your company. If consumers feel that customer service could be improved, improve it!

What Sales Can Learn From Lean Manufacturing — Part 4

Partners in Excellence

The station downstream of your work station was your customer. You produced your work based on the your customer’s need or pull. Your goal was to provide a defect free product to them, so they in turn could add their value providing a defect free product to the next station, and so on to the ultimate customer. Likewise, you are the customer to the station upstream from yours. In sales, we may have channel partners, downstream of us, working with customers.

Sales 18

Are Your Emails Getting Deleted By Your Prospects and Customers? Five Things You Can Do to Increase the Success of Your Email Campaigns. Prospecting Email Strategies – Part Two

Keith Rosen

What compounds this challenge are spam filters, firewalls and a slew of other devices that channel our innocent solicitation into the prospect’s spam folder or worse, the trash; never to find its way to the inbox of our targeted prospect.

27 Top Books for CEOs and Entrepreneurs

Hubspot Sales

Zingerman’s Guide to Giving Great Service. 4) “ Zingerman’s Guide to Giving Great Service ” by Ari Weinzweig. Review : “This book teaches all there is to know about customer service: The customer is your business.

Learn How Enterprise Engagement is Changing Your Business

Keith Rosen

Understanding how to engage key customers, channel partners, employees and vendors provides a competitive edge for your business and a maybe even a potential boost to your career. • Translate theory into results from experts, colleagues, and top suppliers of engagement services in educational, roundtable, and one-on-one meetings. June 3-4, Doral Arrowwood, Rye Brook, N.Y. just 10 minutes from Westchester County Airport (HPN) in White Plains, N.Y.).