SBI Growth

JUNE 7, 2014

SAMA (Strategic Account Management Association) estimates it cost 6-7x more to acquire new than sell to existing customers. A too-high customer attrition rate can also scare the market. It can set up a reputation that is difficult to overcome. Customers are important to your whole company.

Customer 293

Customer Resources Customer Service Up-Sell 293

The Pipeline

SEPTEMBER 15, 2014

In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year. Leverage Automation – The hidden cost of social selling is time, and to a lesser degree content.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

The Sales Hunter

AUGUST 30, 2019

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?”: Second, prospect and sell with integrity.

Ideal Customer Profile 187

Ideal Customer Profile Customer Customer Service Call-back 187

SBI Growth

MAY 31, 2013

Some reps are convinced they can’t sell a new product. During the call, Rick touts that his firm prides itself on exceptional customer service. Last year our customer, Solid Grounds, ( Hero ) places an special order based on holiday internet sales. Get our Guide to Better Storytelling for tips on selling with stories.

Infusion 335

Infusion Decision Maker ACT Follow-up 335

Sales and Marketing Management

DECEMBER 17, 2018

Customer service. A common mistake we notice is that brand managers get too caught up preventing problems. As a result, they don’t know how to provide the right customer service when a problem arises. As a result, they don’t know how to provide the right customer service when a problem arises.

Retention 238

Retention B2B Penetration Strategy 238

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. While both focus on selling, the ‘roles’ are different. Others are like farmers, nurturing customers beyond the initial sale.

Account 238

Account Lead Rank Ideal Customer Profile Decision Maker 238

Sales and Marketing Management

JANUARY 20, 2020

million B2B reps currently selling, as many as 1 million could be gone by 2020. It’s not just B2C companies that are selling directly from their websites, on Amazon or through affiliate relationships. If you want to serve your customers and prospects effectively, then take the time to listen to them. Complete Your Tasks.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Zoominfo

AUGUST 31, 2020

So what components make up this effort? According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. With stakes that high, it is perhaps ironic that the early steps of building customer loyalty start with the figurative eyes and ears of a company. Offer expansion.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Mr. Inside Sales

OCTOBER 11, 2021

Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. What often makes the difference is your enthusiasm and belief in your company and what you’re selling. Need More Proven Responses to the Selling Situations You Face Every Day? But there isn’t. Click Here.

Objections 285

Objections Face-to-face Gatekeeper Licensing 285

Zoominfo

FEBRUARY 12, 2021

B2C selling has dominated social media for the last 10+ years. Customers do their research, ask questions, and even address customer service issues on social channels. B2B social selling is an important and viable channel for B2B marketers and sales professionals. What is B2B Social Selling?

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

Understanding the Sales Force

JUNE 20, 2014

Some of them are from companies within the Inside Sales community which, in an attempt to sell their services, are also publishing misinformation. I''m all for the new way of selling: Migration to Inside Sales It''s more efficient, less costly and more practical. New salespeople who have not learned to sell.

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing Face-to-face 275

Steven Rosen

APRIL 13, 2020

There is no playbook we can refer too, most of us are making it up as we go along. Texting customers directly to connect as it is more of a personal touch. Shift messaging to ensure reps are reaching out to customers, so post-COVID customers will remember how we maintained communication with them. Create a journal club.

Sales Leadership 298

Sales Leadership How To Journal Conference 298

SBI Growth

JANUARY 5, 2014

I have worked with sales organizations where managers spend up to 65% of their time on admin. If you’re going to meet that much, make sure it’s outwardly focused - all about the customer. Let customer service or post-sales support handle this. Let customer service or post-sales support handle this.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Zoominfo

MARCH 27, 2018

Engaged customers spend more money, actively support branding initiatives, and often become your company’s best ambassadors. No matter how big your company is, the industry you work in, or the products you sell, customer engagement is vital to the growth of your business.

Customer 196

Customer Consumer Channels Customer Service 196

SBI Growth

DECEMBER 5, 2013

Conversely, we’ve come across teams that throw their hands up in despair. CMF’s provide a unified view across the organization of your customers. Sales, Finance, Marketing and Customer Service need this alignment. All your data is rolled-up to a common definition of the customer. IT needs to step up here.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Zoominfo

APRIL 10, 2018

Although social media tools have made this easier—with features like post scheduling, conversation monitoring, and hashtag tracking—some aspects of social selling can’t be pre-planned. Customer Service. Did you know that an estimated 67% of consumers use social networking sites for customer service ( source )?

Social Media 188

Social Media Media Ideal Customer Profile Social Selling 188

Sales and Marketing Management

AUGUST 8, 2017

Author: Tony Medrano Discovering how to efficiently locate, convert, up-sell and retain top customers are critical success metrics for any growing company. The best customers make four times as many purchases (Source). The top 1 percent of clients spend five times more per order than the bottom 90 percent.

Retail 206

Retail Oracle Social Media Consumer 206

Sales and Marketing Management

NOVEMBER 30, 2020

Both experience autonomy, uncertainty, ups, downs and constant pressure to produce. They don’t beat themselves up when a visitor exits the page. Selling and managing a business are skill sets. Whatever they sell, high-performers always have the same approach: improve customers’ lives. Clear Your Head.

Real Estate 256

Real Estate Insurance Insurance System 256

Understanding the Sales Force

JUNE 6, 2024

It seems that nearly every time we (and our friends and colleagues) do business with a company, there is a problem and we must contact customer service. We know that most companies are failing miserably in the area of customer service and some aren’t even trying.

Banking 149

Banking Proposal Customer Service Vendor 149

Alice Heiman

APRIL 22, 2020

As you talk to customers during coronavirus fears , check to ensure you’re providing the best customer service possible for their evolving needs. Would they appreciate a free consultation about a pressing need that comes up? Turn your customers into walking advertisements by giving them extraordinary customer service. #3:

How To 167

How To Construction Customer Service Coaching 167

Zoominfo

OCTOBER 23, 2019

Artificial intelligence may seem like a new edition to the business world– but it’s already transformed the way we sell B2B products and services. Early adopters of AI have achieved significant benefits – including increased efficiency, cost reduction, improved customer experience, revenue growth, and more. jobs by 2025.

B2B 247

B2B Telecommunications Forecasting Scale 247

MTD Sales Training

MAY 28, 2019

We have to turn ourselves around from being someone who sells stuff to someone who is more interested in the overall experience we expose our customers to. The story impressed me because we are often given short-shrift in our dealings with customer service people because they are ‘just doing a job’. Happy selling!

Customer 219

Customer Face-to-face How To Travel 219

MTD Sales Training

APRIL 15, 2020

When customers step through the door, they expect a certain level of customer service. Your customer will expect an experience that is free-flowing and completely hassle free and can set you apart from your competitors if you do it right. Want to improve your customer service and retail selling skills?

Retail 177

Retail Customer Face-to-face Customer Service 177

No More Cold Calling

AUGUST 24, 2017

Salespeople used to say “I carried a bag” to prove that we knew selling. Find out more in this month’s guest post: Five Ways CEOs Screw Up the Sales Function. Your “hiring team” comes up with their own questions, many of which do not even test the key competencies, values, and behaviors needed for success in this sales role.

Hiring 214

Hiring Account SalesForce Quota 214

Pipeliner

NOVEMBER 24, 2024

The ABCDE of Selling Wes introduces his unique framework, the ABCDE of selling, which he describes as a circular process rather than a linear pipeline or funnel. This approach reflects the ongoing nature of customer relationships and emphasizes the importance of nurturing these connections over time.

Video 116

Video Strategy Top of Funnel Direct Mail 116

Sales and Marketing Management

AUGUST 31, 2017

This includes everyone involved in pre-sales, customer service and sales. Your vision should never be ‘owned’ by a specific department - whether it’s management or marketing - and it should never end up being something that only sees light of day on boardroom slide decks. You think a set vision will limit your sales.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

Zoominfo

OCTOBER 4, 2019

A B2P strategy transcends the B2B/B2C distinctions by placing the emphasis back on people — either individual consumers or the several individuals that make up a B2B buying committee. These unique characteristics then drive your entire business strategy – from branding to content creation to customer service and beyond.

B2C 182

B2C B2B Marketing Lead Rank 182

No More Cold Calling

OCTOBER 4, 2018

But due to some recent conversations and social media comments , and some crappy articles I’ve read about referral selling lately, I’m all fired up and ready to speak frankly. Suddenly everyone was the top expert, the go-to person for social media selling. Referral selling is personal. Most of those people are long gone.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

Zoominfo

SEPTEMBER 4, 2019

The good news is, there are plenty of ways for your company to earn trust and loyalty from your customers, even in today’s busy marketplace. Let’s get into our top five strategies to build customer loyalty! Invest in multi-channel customer service. They visit your website, where they find a customer support email address.

Loyalty 206

Loyalty Customer Incentives Incentive 206

Zoominfo

FEBRUARY 26, 2021

Sales automation tools streamline repetitive tasks so you can focus on selling. We’ll keep it simple, Sales Automation in the process of leveraging software and artificial intelligence (AI) along with other digital tools to automate time-consuming sales tasks that normally take significant time away from selling activities. Salesforce.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

Zoominfo

MARCH 3, 2019

As a B2B sales rep, the more you know about a prospect and their company, the easier it is to sell to them. If you’re selling to software companies, G2 Crowd is an excellent place to get a feel for a company’s pain points, their customer reviews, similar tools, big competitors, and so much more. Check it out! Check it out!

Research 233

Research B2B Tools Company 233

Bernadette McClelland

MARCH 11, 2018

UX is something that ‘encompasses all aspects of the end-user’s interaction with the company, its services, and its products’. Ensuring a great UX makes sure our brand and reputation stays strong, and ends up generating a stack of loyalty and advocacy. It can’t just be up to the girls in customer service.

Lead Rank 294

Lead Rank Loyalty Lead Scoring Face-to-face 294

Zoominfo

JANUARY 12, 2021

Improved Customer Service. Many B2B companies with a social media strategy have some sort of “listening” tool integration which alerts them to customer service requests, product issues, and general customer feedback. And, just like that, voila, more brand exposure, awareness, and trust. Increased Web Traffic.

Social Media 200

Social Media Media Strategy Benefit 200

Zoominfo

SEPTEMBER 25, 2018

From the founder of The Brutal Truth about Sales & Selling and The Sales Questions Podcast. In this podcast, we’ll discuss “Finding the Why in How Clients Buy” by using the latest studies in consumer behavior and neuromarketing to sell more effectively!”. 5. It’s Time to Sell. Listen here. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Zoominfo

SEPTEMBER 24, 2019

Or, if a customer cancels online, offer the survey as part of the cancellation process. Customer service follow up. After every customer service interaction, send out a service through your various communication channels to determine how satisfied each customer is with the help they received.

Cancellation 171

Cancellation Remedy Lead Rank Lead Scoring 171

No More Cold Calling

APRIL 29, 2019

I’m sure you could “fill in the blank” for any number of retailers, and when you have a bad customer experience, you feel the need to tell people about it. What happens in B2B companies when a salesperson pitches strangers on social media , when customer service takes hours to respond, or when the solution didn’t work as promised?

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261