Selling Through Your Customer

Integrity Solutions

The only reason that a customer would or even should consider doing business with us is that somehow we enhance their ability to attract and serve their customers. We get focused on delivering a solution to a customer as if that was the end of the value chain.

81% of CEOs Are Competing on Customer Experience — Are You?

Sales Benchmark Index

According to Forbes, Customer-centric companies are 60% more profitable than companies that don’t focus on customers. Yet, as COVID moves from a moment in time to the new normal, CEOs must balance delivering differentiated customer experience while maximizing the value of.

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Customers Await Recharged Sellers

Zoominfo

The age-old fight to find new customers and retain existing ones is the biggest business challenge ahead for many companies this year. . The new year will require businesses to use technology to accommodate at-home customers, both B2C and B2B, with even quicker, more efficient online options.

Understanding Your Customer

Engage Selling

Is your sales team taking the time to truly understand your customer? And while sales … Read More » The post Understanding Your Customer first appeared on The Sales Leader. Sales, in one form or another, is as old as humanity itself.

Promoting Customer Success with Diverse Learning Channels

Speaker: Chrissy Irvine, VP Customer Success, SmashFly, and Hannah Leary, Customer Success Operations Specialist, SmashFly

Whether it’s standing in line at the grocery store or in their Customer Education program, it’s no secret that today’s customers often seek out self-service options. Tune in to learn how (and when) to blend on-demand and instructor-led training, and discover why customer success and scaled education programs go hand-in-hand.

Resolving the Customer Success Tension

Sales Benchmark Index

Dave Moore is the SVP of Sales for Businessolver a leading provider of benefits administration, technology, and services. In a phrase, they help organizations manage their healthcare spend as it relates to employee benefits. Tune in to hear more from Dave on the.

I’ve Mapped My Customer Journey, Now What?

Sales Benchmark Index

What Is the Purpose of This Customer Journey Map? According to a recent article from Invesprco, “Customer journey maps give businesses a way of getting into their customers’ heads, helping them gain valuable insight and understanding regarding common customer pain points.”

Retention is the New Growth – Why Customer Success Is Critical Today

Sales Benchmark Index

Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted. As my.

Why Do I Have Bad Customers?

The Sales Hunter

Are your customers really bad, or do their expectations just not line up with yours? Bad customers are a result of failing to establish expectations with the customer that align with what you deliver. Watch this 35-second video: “Do You Have Lousy Customers?”: This happens when the customer starts thinking the expectations are “x,” when in reality, they are “y.” Instead, the problem hits customer service or others in the company first.

Creating a Customer-Centric Culture That Aligns Employees With Customers

Integrity Solutions

Building a customer-centric culture is more challenging than you might initially think. But every organization has the ability to build a strong customer-centric culture- and it doesn’t have to be complex. What Gets in the Way of a Customer-Centric Culture.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Do You Have Lousy Customers?

The Sales Hunter

Do you have lousy customers? If you’re saying yes, then why do you think your customers are lousy? Are your customers lousy because your sales process attracts the wrong customers? Learn more in this 35-second video: When you prospect, you’re not only helping the customer discover why they should buy from you, but you’re also validating if you should even sell to them in the first place. Bad customers are the byproduct of bad salespeople.

Why Do Customers Buy?

Partners in Excellence

Too often, we fail to understand why customers are buying. Often, it’s because we are getting involved very late in the customer buying process, they have made some decisions, conducted research, and are seeking answers to their questions. Customers buy to get something done.

The Magic Customer Service Question

The Sales Heretic

Sales customer experience keynote product question seminar service speech training workshopI was hungry. I had just checked in at the Sheraton hotel in Tampa, Florida, where I was conducting a sales training seminar the next day. Now, normally when I’m traveling, I like to get out of the hotel and find a good, local restaurant to eat at. But this evening, it was late and [.].

Customer-Centric Selling – Understanding and Embracing the Heart of Your Customers

Sales and Marketing Management

Author: Mary Beth Addison During 2020, we all dealt with unprecedented change, both as customers making buying decisions and as B2B and B2C sales and marketing professionals working to engage prospects and customers in new ways. What exactly is customer-centric selling? .

[Live Webinar] Creating Delightful Customer Education Programs that Drive Business Outcomes

Speaker: Daniel Quick, Head of Customer Education, Asana

Every day, customers are faced with a multitude of different, often competing, priorities and your training program is no exception. It’s critical that both your content and your learning experience are highly engaging. In this Skilljar webinar, Daniel Quick, the Head of Customer Education at Asana, will share how he brings his background in game design into Customer Education, and help you do the same.

How CMOs Are Identifying Shifting Customer Needs

Sales Benchmark Index

Why Are We Having a Hard Time Identifying Customer Needs? Just as social media platforms are constantly evolving, so is the way customers wish to interact with your company. Think of your new customer interactions as “TikTok”—it’s quick (less than 15.

How To Pinpoint B2B Customer Pain Points

Zoominfo

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. What Are Customer Pain Points, And Why Are They Important? Basically, your whole GTM strategy should be centered around customer pain points.

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How To Pinpoint B2B Customer Pain Points

Zoominfo

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. What Are Customer Pain Points, And Why Are They Important? Basically, your whole GTM strategy should be centered around customer pain points.

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How Market-Leading Customer Success Teams Are Responding to CoVid-19

Sales Benchmark Index

In the short history of Customer Success, we have not seen a crisis of this magnitude. CoVid-19 is creating an unprecedented situation. Even those of us that are tenured, and have the gray hair to prove it, don’t have another.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Why a Chief Customer Officer Is the CEO’s Key to Customer Retention

Sales Benchmark Index

Appointing a Chief Customer Officer Who Owns the Retention Number. Corporate leaders around the world are all reacting to the tragic events and economic impact of the past few months. In order to weather the storm and come out on top.

How to Leapfrog Competitors With Your Digital Customer Experience

Sales Benchmark Index

Having a full comprehension of customer experience in a digital world is crucial to revenue growth today. This motion requires not only active market listening, but communicating actionable insights across product, service, and channels — all while reducing friction in.

How Do You Measure Customer Experience?

Sales Benchmark Index

Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. Article Corporate Strategy Marketing Strategy Sales Strategy article b2b B2C baseline behavioral books boss ceo chief customer officef 2.0 If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end.

How Customer-Centric CEOs Grow Revenue Faster Than the Competition

Sales Benchmark Index

Did you know that 70% of the buying experience is based on how the customer feels they are treated? Failing to deliver a good customer experience – from the customer’s perspective – has real consequences.

Building Your Customer Education Brand: Using Customer Champions to Drive Widespread Program Adoption

Speaker: Natasha Husein, Product Marketing Manager, Clever

When you’re building a Customer Education program, your efforts will largely focus on content creation and strategy. In the midst of that development, it’s easy to overlook another core component of your program: marketing. In this webinar, Natasha Husein, Product Marketing Manager at classroom learning technology company, Clever, will present her strategy for branding Clever Academy, and creating customer champions that drive widespread program adoption across its broad user base.

5 trends in gaining more customer insight

Sales and Marketing Management

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. Marketing and sales have switched to account-based everything, which crystallizes focus on the customer.

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How CMOs Can Increase Revenue by 40% by Leveraging Customer Experience

Sales Benchmark Index

Historically, discussions about “the customer experience” have been code for “let’s talk about some quick wins to improve our renewal rates before the end of the next quarter.”

Implementing an Advocacy Process as Part of Customer Success

Sales Benchmark Index

Because harnessing passion from advocates is an authentic way to drive customer intimacy and revenue growth. Advocacy is on fire! Research from the Demand Gen Report shared that as much as 84% of buyers seek input from their peers.

Not All Customer Touchpoints Are Equal

Sales Benchmark Index

In a world of uncertainty, market leaders are sure which customer touchpoints require prioritization. As a result of a highly volatile year, has your customer journey map been altered? As a sales operations leader, you must be confident in your. Article Sales Strategy

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

How a Sales and Marketing Leader Makes Meaningful Connections with Self-Serve Customers

Sales Benchmark Index

With more independent and educated customers, where do sales and marketing fit into this new model? With more and more possibilities available to the online consumer, the desire for self-serve options does not seem to be subsiding anytime soon.

How Customer Experience Impacts Financial Performance

Sales Benchmark Index

Many customer-oriented initiatives come with a significant price tag, and customer success leaders question their ROI. Brad Christian, Chief Customer Officer of Market Force, joins us to discuss the impact that customer experience has on a company’s financial performance. In the.

3 Customer Service Secrets – True or False?

Mr. Inside Sales

If your company has customer service reps (Hint: Every person in your company is a customer service rep!), then it’s imperative for your success to make sure your customers don’t feel this same way. Let’s clear up some myths about what it takes to hire or train outstanding customer service reps. Take the following quiz: True or False: You either have the right personality or disposition to be a good customer service rep or you don’t.

Customer References & Buyer Confidence

Smart Selling Tools

Customer References & Buyer Confidence. Enter Customer References You may have noticed one exclusion from the sales and marketing activities listed above. Customer references. Customer advocates speak for themselves, from the most informed perspective.

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2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

The One Thing the Best Customer Experience Companies Do Differently

Sales and Marketing Management

Author: John DiJulius The vast majority of business leaders will agree that customer service is critical to their success. However, most haven’t done what it takes to be a world-class customer service organization. . That asset is the customer. . .

Digging Into Customer Churn Data: A Guide to Better Retention

Zoominfo

The stress of onboarding new customers and keeping current ones is constantly exacerbated by the looming threat of high customer churn rates. Lost customers, or customer attrition, aren’t completely avoidable — but how many is too much? Customer Churn Analysis.

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Don’t Tell Your Customers to Have a Great Night

The Sales Heretic

Sales customer emotional intelligence empathy seminar service trainingIt had been a rough night. It was supposed to have been a great night. It was the first class of a three-day aikido seminar featuring one of my favorite instructors.

Creating A Customer-Centric Strategy

Integrity Solutions

A customer-centric strategy is about more than just a values statement or a directive to the team. Are your customers truly at the center of your business universe? Are your customers truly at the center of your business universe? What Is Customer-Centric Thinking?

The Better Way to Onboard Customers

Speaker: Skilljar Experts

The best onboarding programs have a super power: they’re constantly improving. Here at Skilljar, we’ve learned a thing or two about onboarding, both by crafting our own experience, and by collaborating with the best Customer Education professionals in the world. In our upcoming webinar, we’re going to share these learnings with you.