Babette Ten Haken

MAY 2, 2018

Qualifying customer experience is more important than quantifying CX. Just survey a bunch of people and draw conclusions based on either rock-solid (or fairly dubious) analytics. How often have we been quick to the social media trigger, without taking the time to qualify how customer experience impacted those survey results?

Customer 59

Customer Survey SME Social Media 59

Babette Ten Haken

AUGUST 23, 2018

Once they consummate the sale, and the contract is signed, they hunt up their next deal. Customer retention matters when it is time to renew that contract. Then, post-sales customer support teams often find themselves in fire-fighting mode. Reacting when customers report gaps in service delivery or product quality.

Retention 154

Retention Customer Revelation Loyalty 154

Highspot

FEBRUARY 22, 2024

This is where the importance of Sales and Operations Planning (S&OP) becomes evident. This guide will walk sales teams through the details of S&OP. What is Sales and Operations Planning? S&OP’s intention: to align sales operations with long-term goals. You’re not alone.

Forecasting 52

Forecasting Trends Lead Rank Survey 52

Babette Ten Haken

JULY 30, 2018

A collaborative customer experience strategy requires more than having clients to survey. This strategy encompasses understanding the non-surveyed factors impacting the customer, pre-sale, during the sale and the entire post-sale continuum. How well do we really “stick close to the customer” ?

Strategy 58

Strategy Customer SME Survey 58

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Training 92

Training Lead Rank Hiring Course 92

Babette Ten Haken

AUGUST 2, 2018

Businesses have a customer experience gap. I’ve spoken with many business owners, consultants, sales people or post-sales support professionals. Each individual I’ve spoken with is adamant that: “W e stick close to the customer to create great experiences.”. Customer experience has its own velocity. Consider this.

Customer 55

Customer Survey SME Retention 55

Sales Hacker

AUGUST 28, 2018

This article outlines the results of a B2B Buyer Experience survey by TimeTrade. In the world of B2B sales, the conventional thinking has become especially stark. B2B Buyer Experience Survey Outline. Post-sale, the numbers were equally stark. Related: Quit Preaching — 6 Ways To Actually Be Human In Sales.

Buyer 79

Buyer B2B B2C Survey 79

PandaDoc

OCTOBER 3, 2023

Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. As AI evolves, sales processes will become more predictive and proactive.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

Babette Ten Haken

NOVEMBER 14, 2018

Sure, we send out quarterly customer experience surveys and determine how many green smiley faces we receive. However, completing a survey is not collaboration. First, the majority of Professionals of Worth do not obsess over aggregated smiley faces on CX surveys. That is where our value to our customers resides.

Ideal Customer Profile 64

Ideal Customer Profile Customer Retention SME 64

The Sales Hunter

JANUARY 9, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Sales Presentations: The Art of the Great Sales Call. customer service.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

Babette Ten Haken

DECEMBER 13, 2018

Lots of organizations spend a lot of money on content creation to promote the sales of their products and services. Why You must connect those Voices behind those CX Survey Scores. 3 Ways confining Customers boxes You in from discovering Unmet Needs. Why Collaborative Storytelling is Profitable Storytelling.

SME 69

SME Retention Ideal Customer Profile Hiring 69

Pipeliner

AUGUST 28, 2019

Leadership must translate in detail what people in various functions — sales, marketing, customer service, finance — need to continue doing and what they must do differently. We held one-day Servant Leadership workshops with all supervisors to reinforce the expected behaviors. Don’t assume they will get it.

Face-to-face 72

Face-to-face Social Media Policies Lead Rank 72

Babette Ten Haken

FEBRUARY 13, 2019

And not just by administering a passive 5-point post-presentation survey. Engage me to deliver one of my speaking programs or workshops for a refreshing change from the same-old stuff. ©2019 One Millimeter Mindset / Sales Aerobics for Engineers®, Ann Arbor MI. Take the next steps, here. Never miss another insightful post.

Ideal Customer Profile 61

Ideal Customer Profile Guidelines Engineering Meeting 61

Babette Ten Haken

AUGUST 30, 2018

Except, service delivery doesn’t just happen at just one point, does it? Which is why surveys which only measure post-service delivery quality often miss out on all the fun. There is more to service delivery experience than just the post-sale evaluation. Let’s back up, a bit. Think about it. Think about it.

SME 53

SME Call-back Software Software 53

The Brooks Group

MARCH 30, 2017

Are you keeping a customer focus in today’s digitized world? Technology is quickly shifting the industrial distribution sales landscape, specifically in the ways your customers interact with you. The bottom line is that satisfied customers significantly impact revenue growth. How to Create an Inspired Sales Culture.

Lead Rank 49

Lead Rank Lead Scoring Customer Loyalty 49

Leading Results Rambings

OCTOBER 15, 2013

I do a lot of work with a mid-sized software company, and their marketing director is always commenting about how hard it is to get the sales team to give her good customers to talk to for reference stories and quotes. If the wrong expectations are set in the sales process, you’ll have a dissatisfied customer.

Ideal Customer Profile 68

Ideal Customer Profile Lead Rank Lead Scoring Lead Generation 68

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. To assist you further, sign-up for SBI''s Sales & Marketing Research Review here.

Sales Tools 45

Sales Tools Tools Training Collateral 45

Babette Ten Haken

JANUARY 9, 2019

And are these captured voices accurate reflections of the real customers required to grow, expand and sustain your business? Do sales people rely on canned (read artificial) scripts to flush out potentially interested customers? Will sales enablement stories accurately reflect only the voice of specific customer personas?

Ideal Customer Profile 71

Ideal Customer Profile Conversion Customer SME 71

The ROI Guy

FEBRUARY 2, 2011

Over the past 18 months, the survey results indicate that CFOs have assumed significant additional responsibilities for several key groups, including: information technology (43%), human resources (39%), production (38%), customer service (37%), and even marketing / sales (33%).

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

Allbound

SEPTEMBER 12, 2018

After all, partnering up with other companies that share customer bases can be a huge asset in amplifying your sales and marketing. Partnering allows you to leverage a well-known brand with a broad network to grow your own customer base more quickly than would be possible on your own. Sales / Support Partners.

Commission 112

Commission Referrals Hubspot Marketo 112

Babette Ten Haken

MAY 30, 2019

Or, four times a year: coinciding with results from quarterly customer satisfaction surveys? You will discover all of the internal and external stakeholders who touch that contract and, as a result, touch the customer. When does your team find out about client feedback? Constantly? Only when there is a negative issue?

Ideal Customer Profile 62

Ideal Customer Profile SME Retention Survey 62