How to Improve Customer Support in Your IT Business


As a business owner, it’s only natural that you will want to provide excellent customer service to whoever uses your products and services. Here are a few ways to improve customer support in your IT business. Help Desk Software.

Stop Helping The Customer Buy!

Partners in Excellence

Surprisingly, I’ve received more comments, questions, and pushback on my Solving The Customer’s Problem post than I expected. Let me be clear, helping our customers buy is critical. Helping our customers buy is much better than what most sales people do right now.

8 ways to optimise the customer journey with data driven insight

Artesian Solutions

Optimise the customer journey with data driven insight. Earlier this year Aberdeen ran a fantastic webinar entitled Optimise the Customer Journey with Data-Driven Insight. 39x improvement in customer lifetime value. improvement in customer satisfaction rates.

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Can a machine feel your customer’s pain?

Artesian Solutions

Can a machine feel your customer’s pain? “I But if customers and prospects are putting this information out there, then competitors are also reaching out for it – again too late. But can a machine really feel customer pain? The post Can a machine feel your customer’s pain?

Customer expectations – how are they evolving, what is driving them, what should sellers do to keep up, and how to improve customer experiences

Artesian Solutions

Customer expectations – how are they evolving, what is driving them, what should sellers do to keep up, and how to improve customer experiences. But only 27% believe B2B sellers are doing a great job when it comes to offering a comparable B2B customer experience.

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The Customer’s Responsibility Is To Solve Their Problem

Partners in Excellence

The customer’s sole responsibility is to achieve their business objectives and goals, whether it’s keeping their operations running smoothly or changing to improve what they are currently doing. Buying the right product or service may be an aspect of the changes that need to be made, but usually, it’s just one component of a whole series of things the customer has to make happen to achieve their goals.

How Do You Incentivise SaaS Sales?


Software-as-a-Service (SaaS) is generally thought to be a challenge for incentive plan designers – but is this true – why is it important and what are some of the key considerations in getting the design right? based on when the customer pays) is another popular approach.

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If Only We Didn’t Have Customers

Jonathan Farrington

Directors and Management often see customer relations as the affair of a ‘Complaints Department’ whilst they get on and run the business – which is a form of warfare carried out against the irritating habits of customers seeking fair treatment, a fair deal or equality of relationship.

Quote Configurator Answers the Question: How Much Does It Cost?

Cincom Smart Selling

If they can’t supply you with basic usage information, your answers should be constructed in an open-ended fashion using terms like our models start under fifty thousand or our base unit with no add-on options starts at between five and ten thousand depending on capacity. Many times (particularly during the tire-kicking phase of a real buy cycle or perhaps in a discussion with an existing customer) there will be a request for a ballpark quote.

Sales Tech Game Changers: How to Drive Effective Relationship Management

Smart Selling Tools

To manage those insights, we’ve created a suite of powerful tools that arm sales reps and their managers with the ability to organize and develop their customer relationships. According to G2 Crowd, an independent analyst firm, 83% of our customers fully adopt and use our CRM.

How to Make the Most Out of NPS Survey Results


Customer feedback. But one of the major mistakes most businesses make is that they do not pay much attention to the customer feedback implementation process. Based on the completion of CRM events, your tailor-made surveys can be sent to those customers. Because it works on numbers, it gives you a clear picture of how many of your customers are detractors, passives or promoters. A score above 0 is a good NPS score; meaning the majority of your customers are loyal.

Ten ways Artificial Intelligence is helping shape highly successful seller behaviours

Artesian Solutions

We talked about how top performing sales people take the time to learn about their customers and prospects, and answer some all-important questions – What’s important to them? We discussed how star sellers look for signals that indicate a customer or prospect might need their help.

The Best Way to Sell Is With a Story

Sales and Marketing Management

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. “It’s Challenge their assumptions by teaching them something they didn’t already know that can help their businesses: provide a solution to a problem through a customer use case. Well-told convincing stories help build relationships with customers. Author: Tony Agresta Most salespeople could teach a course in rejection.

10 Sales Proposal Templates to Automate the Closing Process

Hubspot Sales

Update the document with all the custom details of the project. Sales teams at HubSpot and our customers have used templates from PandaDoc to create proposals, accelerating the way they transact and close deals. Software Development Proposal Template.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

Finally, the appearance of tech – in the form of IT Services, Telecom / Communication Services, and Computer Software – at the top supports the trend that technology is a differentiator and a competitive advantage. Construction.

Why You Need Social Influencers

Sales and Marketing Management

You need to think like, a company that constructs its B2B engagements carefully within the technology space. Author: Jeff Epstein Social media influencers may be this year’s biggest marketing disruptors.

How to Create a Winning Sales Process: 7 Essential Steps


Constructing a customer avatar – which represents your ideal customer persona – is an essential part of this stage. Your customer avatar will serve two critical functions. The customers of your competitors are a rich source of potential leads and you may wish to target them directly. Prospecting is the process of finding early-stage leads that are likely to convert into customers.

What makes a stellar B2B sales person?

Artesian Solutions

The scheme allowed him to get out in front of customers, and it quickly became apparent to him that whilst he was a good developer, his sales dream had not died and his experience showed him that he had what it took to be a great sales person.

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Book Review: The Gamification Revolution

Sales Benchmark Index

have brought software solutions to market recently. Here are a few highlights: Gamification’s purpose is to increase engagement with employees and customers. If I was to offer any constructive criticism it would be this.

The Key to Sales Territory Mapping


Data-driven sales mapping software uses analytics to help you design balanced territories. Using third-party data, territory mapping software visually and geographically displays the areas of greatest opportunity.

If Hunter-Farmer Fails: What Next?

Sales Benchmark Index

a provider of software to simplify and improve business operations and customer communications. Steve told me, “Hunters have little tolerance for shepherding customers through the 9-12 month decision making process. The composite characteristics of candidates with a high degree of “job fit” included: The ability to coordinate a team to solve a customer business problem. Unrelenting focus on the customer’s needs. Do your customers prefer being hunted or farmed?

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The Handshake That Can Rock the World: Sales and Marketing Unite

Sales and Marketing Management

Breaking this definition down even further, we can easily drill down to the particulars to reveal the contents of customer data inside. In its basic form, customer data consists of contacts within selected accounts. The collecting, fine-tuning, and managing of this holy grail of customer data is at the root of our dreaded sales and marketing divide. Both say customer data is the lifeblood of sales and marketing alignment. Author: Anna Fisher There’s no going around it.

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The Straight-Forward Guide to Target Markets

Hubspot Sales

Every sales team and entrepreneur need to know their customer. A target market is a group of customers for which your products and services are aimed. A quick look at their “ Customers ” page and you’ll see they operate in several industries.

What is Your Company’s DNA?

Sales and Marketing Management

To respond, you must fully understand what – at at its core – your company does, what your value proposition is to your most important customers, how you are positioned vis-à- vis your competition, and how to tell your story in a compelling way. Armed with this understanding, you can construct a lifestyle that is aligned with your genes to help you fight off the maladies that afflict your DNA type. Author: Andy Cunningham Who are you as a company? And why do you matter?

Selling IS A Service

Partners in Excellence

Then there’s the SaaS selling model–not applied strictly to Software (cloud or otherwise) that seems to be all the rage. That is, done well, selling creates tremendous value for our customers and for our own companies (beside the revenue generation aspect of it).

“Content Free” Content

Partners in Excellence

We all know that content is critical in engaging prospect and customers. The email was well constructed, it served its purpose by motivating me to “click” for more information. ” Another was from a software vendor. I’ve been a long time user of this software. But sometimes a few words (not 10, 000) are needed to get prospects and customers to understand, engage and buy.

Sales Automation: Friend or Foe?


Automation software can automatically update customer files so that you can prioritize who to contact, and how to contact them. Keeping in touch with prospects and customers is a delicate dance, and automated contact logs can help you notice significant patterns.

Bite-sized Learning Alleviates Sales Onboarding Stress


Use short videos to walk new hires through administrative paperwork or gaining access to key software programs. Too much constructive criticism without accompanying positive reinforcement can discourage new reps and produce stress.

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Your Process is the Decision: How Decision-making Frameworks Influence Outcomes


Intentional or not, we construct and model the communication frameworks that govern the way our teams make decisions. We arrived in the world as strangers, compelled by instinct and necessity to embody the words, customs, and contours of the culture into which we were born. Software engineers using the Ruby programming language interact with Yukihiro Matsumoto’s vision of a language whose syntax is optimized to empower the programmer.

How to Drive Business Growth Using Net Promoter Score


Successful B2B businesses all have something in common– a segment of loyal customers who regularly purchase and recommend their products and services. Consider these statistics: A 5% increase in customer retention can increase profits between 25% and 95% ( source ).

New Hire Training for Salespeople: The Ultimate Guide

Hubspot Sales

But the payoff is salespeople who understand your business, your customer, and your sales methodology -- a wicked combination that leads to bigger returns, faster. Most CRMs offer them, and it’s a great way to ensure that new reps understand how to use this important software.

5 Signs You Are Wasting Valuable Time in Your Day

Carew International

Again, this is a symptom of underutilizing tools in your CRM or OS/email/calendar software. Automated notifications can be set up based on time intervals or customer behavior, to alert you when you need to take action. 3.You write every customer email from scratch.

The Complete Guide to Sales Contracts: 6 Templates to Shorten Your Sales Cycle

Hubspot Sales

Use Contract Management Software. Implementing contract management software as the basis of your operations will almost certainly save you significant amounts of time, workforce, and money. Content protection features in online software ensure that text is not tampered or edited.

Account Based Marketing for Lead Development Quality, Not Quantity

Sales and Marketing Management

ABM takes an individual prospect or customer account – these are companies, not individual people – and treats it like its very own market, or a market of one,” said Amanda Zantal-Wiener of HubSpot. It’s a hard reality for sales reps knowing that less than one percent of their sales leads will turn into revenue-generating customers. ABM aims to personalize the approaches to individual accounts – 75% of customers prefer personalized offers.

SaaStr Podcast #214: Erica Schultz, CRO @ New Relic on What It Takes To Successfully Scale Into Enterprise

SaaStr - Sales Strategy

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. And prior to New Relic, Erica served as Executive Vice President of Global Sales and Customer Success, at LivePerson.

Take your competitors’ clients (It isn’t stealing if you earn their business)

Sales and Marketing Management

Networking at tradeshows and industry events should be as much about gathering insights from non-customers as it is about meeting with current clients. Your competitors’ customers are solid leads, says sales consultant Mark Hunter ( in his new book “High-Profit Prospecting.”

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The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation


The Keystone is the wedge-shaped stone piece at the apex of a masonry vault or arch, which is the final piece placed during construction and locks all the stones into position, allowing an arch to bear weight. [1]

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How to write a monthly sales report to improve sales performance


After you’ve brushed up on monthly sales report criteria, you can take your reporting software a step further. Content examples include: Content creation; Email marketing; Influencer outreach; Potential customers; Social media; Success stories.

5 Signs You Are Wasting Valuable Time in Your Day

Carew International

Again, this is a symptom of underutilizing tools in your CRM or OS/email/calendar software. Automated notifications can be set up based on time intervals or customer behavior, to alert you when you need to take action. 3.You write every customer email from scratch.

The 15 Most Inspiring Sales Stories We Heard This Year

Sales Hacker

Emily is a great motivator and knows the right balance of constructive and positive feedback. My office is right beside Josh’s so I often overhear him connecting with potential customers. She actually cares about the customer and the reps.