Trending Sources

How to Make B2B Data an ROI Catalyst

Sales and Marketing

Teaser: Believe it or not, your current customer data is actually the secret source of future growth. Organizations constantly claim to be “customer-first”; now you have a chance to put that aspiration toward your organization’s growth. Issue Date: 2016-07-22.

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Artificial Intelligence: Replacing Sales and Customer Service?

Pipeliner

Today we are seeing an increasing amount of news and commentary about the necessity for artificial intelligence (AI) to intervene in or perhaps even replace live human interaction in areas such as sales and customer service.

Customer Awareness and Customer Care

Mukesh Gupta

A recent post by Bernadette Jiwa made me think about the difference between Customer Support, Customer Satisfaction and customer awareness/care. A small subset of this are customer who are vocal because they care and want the business or the product to get better.

How to Shorten the Customer Path to Purchase

Pipeliner

Every salesperson desires a magic wand that can make customers take positive actions consistently. If you happen to know how to shorten the path to purchase with every customer you come across, won’t that be great? For Sales Pros customers

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks

Priceless, The First Customer Service Experience

Increase Sales

Once again I realized how truly priceless the first customer service experience really is. He only reaffirmed my first customer service experience with the Repair Department at Attwoods. And these expenditures have all been fostered by that priceless first customer service experience.

Always Remember Customer Service Is SALES!

Increase Sales

How many times do those in B2B or even B2C industries fail to understand customer service is sales. A new report just released by Astound Commerce through secret shoppers recognized seven retailers who excel in customer service through: Must have website. Overall customer service.

How to Find Your Ideal Customer Profile

Pipeliner

For many business owners and professionals, utilizing customer relationship management software (or CRM, for short) is an essential part of marketing and building customer databases. We’ve come up with a few ways to help people find ideal customer profiles. Who is your customer?

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Introducing Custom Opportunity Forms

Pipeliner

The post Introducing Custom Opportunity Forms appeared first on Pipeliner CRM Blog. A CRM solution is only as good as its flexibility.

Converting Website Viewers Into Customers

Fill the Funnel

If you have a website, answer this question honestly out loud – “Are your website viewers converting into customers?” The post Converting Website Viewers Into Customers appeared first on Fill the Funnel.

Lies Do Not Inspire Customer Loyalty

Increase Sales

When will customer service people from wait staff to store clerks to everyone else in between realize lies do not inspire customer service loyalty. Lies build distrust and turn existing loyal customers into finding other solution providers.

Introducing Custom Auto Number Fields

Pipeliner

The post Introducing Custom Auto Number Fields appeared first on Pipeliner CRM Blog. We believe that CRM Software must be easily and rapidly customizable to your company’s specific needs.

Post Sale Customer Abandonment impacts Customer Retention

Babette Ten Haken

What is your rate of post sale customer abandonment? How well does your organization “stay close to your customer”? Often, sellers leave customer retention, and customer experience, up to everyone else in their organization: the “non-sales” people.

Outstanding Salespeople are “Customer Secret Addicts”

Pipeliner

How does it get tagged as remarkable and indispensable by their customers? The post Outstanding Salespeople are “Customer Secret Addicts” appeared first on Pipeliner CRM Blog. The challenge in a world where virtually everyone has their basic needs satisfied is determining how an organization can stand out and be noticed. Today people are looking beyond their basic needs and are looking for opportunities to feed their individual wants and […].

Customer Follow-up Improves With Automation

Fill the Funnel

Why is customer follow-up important? It’s not enough to get your customer to buy. One key to doing this effectively is to offer sincere, timely follow-up customer service. This is a quick and simple note letting the customer know that you appreciate their service.

Know This One Thing to Help Your Customers Buy

Pipeliner

The neuroscience and decision making of customers we know popularised by books like ‘Chimp Paradox’, ‘the brain audit’ and Cialdini book ‘Influence’. The post Know This One Thing to Help Your Customers Buy appeared first on Pipeliner CRM Blog.

When It Comes to Results, Focus on Your Customer

Pipeliner

Equally frustrating are the salespeople that are so focused on their numbers they turn customers and prospects off. The post When It Comes to Results, Focus on Your Customer appeared first on Pipeliner CRM Blog. For Sales Pros customers sales leaders salespeople

Quit Chasing Every Customer!

The Sales Hunter

Their reasoning is they want to attract customers who are now attracted to the ultra low fare airlines like Spirit. United Airlines announced last week a new cheap fare that does not allow ticket holders to carry on any luggage.

How do you connect Customer Lifecycle to Customer Success?

Babette Ten Haken

Customer lifecycle describes the developmental stages of customer passage with your organization. Customers evaluate, buy, use and develop/maintain a degree of loyalty to your products or services. Customer lifecycle is the foundation of customer relationship management (CRM).

What Does It Mean To “Really Add” Customer Value?

Pipeliner

The experts are telling us that in today’s economic environment if you want to keep and build your customer base then you need to learn to add value. The post What Does It Mean To “Really Add” Customer Value? Entrepreneurs customersValue is your differentiator, value is what will make you standout from your competition. So what does that mean to “really” add value? Isn’t it enough that […].

Would Customers Pay for Your Sales Calls?

Pipeliner

The post Would Customers Pay for Your Sales Calls? When I speak to audiences of sales professionals and ask, “How many of you sell value versus price?” everyone raises their hand. But my next question “So how do you do that?” is frequently followed by an uncomfortable silence.

Customer Fade-away and Lost Sales Opportunities

Babette Ten Haken

Customer Fade-away happens. Customers you really didn’t pay much attention to gradually ride off into the sales sunset. Until you and I decided to take a look at that customer base of yours. Customer fade-away represents not only lost initial sales opportunities.

Sporadic Customer Retention Strategy is not a Strategy at All

Babette Ten Haken

Sporadic customer retention strategy tends to appear in three forms. If you are inconsistent and half-hearted when working with customers, then you lose credibility in their eyes. Keeping in Touch courtesy calls are a sign and symptom of a sporadic customer retention strategy.

Deploy Your Customer Retention Game Plan

Babette Ten Haken

When do you deploy your customer retention game plan? Every time you consummate that sale, each time a customer signs off on the dotted line, your next move continuously focuses on retaining that customer. Create your customer retention game plan long before you close a sale.

How to Uncover Your Customer and Prospects Trust Criteria

Pipeliner

We can mistake good will and sales opportunity for strong enough trust to win over a customer or prospect. These behaviours alone do not help us get past the walls of past experience and the unknown evidence and expectations our customers look for to feel safe.

Client Side Experience of Customer Retention Efforts

Babette Ten Haken

Consider the quality of client side experience for your customer retention efforts. Worse than that, leave customer retention efforts up to other people in your organization. Somewhere along the way, you lose focus of the customers you serve. Customer retention is strategic.

Are you Guilty of Customer Inexperience?

Babette Ten Haken

Customer inexperience happens. When your organization solely focuses on winning deals, people, processes and systems gradually can become less effective and experienced at retaining customers. The root cause of customer inexperience is post-sale customer abandonment.

Change Your Attitude: Engage Customer’s Always

Pipeliner

The post Change Your Attitude: Engage Customer’s Always appeared first on Pipeliner CRM Blog. In the past few months I’ve been treating sales calls differently. When my phone rings and it’s some cold-calling junior rep, I’ll actually listen to what he’s asking me. “Is

Four Effective Ways to Gaining Customer Loyalty

Pipeliner

Every business owner knows from a financial perspective that it is much less expensive in retaining your current customers than acquiring new ones. The process of acquiring new customers, demands lots of marketing, selling and an increase in other costs in production and etcetera.

Customer Retention IIoT Style, Sales Aerobics for Engineers® Blog

Babette Ten Haken

What does customer retention IIoT style look like? As a result, the quality of collaboration and communication remains an even more critical deal maker or deal breaker for customer retention IIoT style. Today, I’m re-setting our business table for customer retention IIoT style.

Why Your Customer Might Not Hear Your Message

Pipeliner

I frequently hear sales managers and sales professionals say they have a great message for their customers, but it just seems to fall on deaf ears. These same people will say to me, “We tell our customer exactly what we can do for them, but they just don’t get it.”

Customer Experience Is Hard Enough Without Self Deception

Pipeliner

Call me slow off the mark but I’ve never jumped into the customer experience pond. The post Customer Experience Is Hard Enough Without Self Deception appeared first on Pipeliner CRM Blog. For some reason I’ve not been tempted to dive bomb it and announce I’ve arrived.

Why Transactional Upselling Activities do not Retain Loyal Customers

Babette Ten Haken

Upselling becomes the next step along a linear, post-sale customer experience. That linear concept of upselling essentially freezes that customer in time. Consider that this linear mindset creates singular, disconnected customer experiences.

Build a Championship Customer Success Team

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy build a customer success team csm customer success customer success manager Customer Success Manager hiring profile hiring profile Marketing marketing strategy

What Do You Do When Your Customer Wants To Vent?

MTD Sales Training

There are times when the customer simply wants to let off steam. Communication Skills customer service when customers need to ventMaybe the delivery you promised hasn’t arrived. Or some of the equipment has broken down.

“Are You a Customer?” Is a Dangerous Question

Increase Sales

I asked if she had received my deposit and she responded rather quickly: “Are you a customer?” ” My brain immediately replied in a rather loud voice “Am I a customer?” Are you serious, am I a customer?” ” Asking “Are you a customer?”

Old School Customer Retention Tactics impede SMB Manufacturers

Babette Ten Haken

Customer retention tactics are critical to executing SMB manufacturing strategy. Chances are, you have a solid customer base comprised of companies who continue to do business with you, year after year. There are two customer retention scenarios.

Customer Retention Strategy leverages Renewals

Babette Ten Haken

Do you have a solid customer retention strategy in place? Let’s say you work for a company with a selling culture that constantly pushes new business acquisition rather than customer retention (pretty much most companies). That’s no customer retention strategy at all.

Sales Tips For Every Stage of the Customer Lifecycle

Pipeliner

Does everyone in our sales pipeline and our customer base deserve the same monthly newsletter? The post Sales Tips For Every Stage of the Customer Lifecycle appeared first on Pipeliner CRM Blog. Relevancy. This one word describes what Apple has done for us.

Building a Sales Team: Becoming Customer-Centric

Pipeliner

The post Building a Sales Team: Becoming Customer-Centric appeared first on Pipeliner CRM Blog. In my last blog, I discussed how difficult building a sales team can be, especially for a startup.