Sales
Sales is the persuasive communications process of forging connections and building relationships with prospects and clients, inspiring them to say, “yes.”
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Gaining Your Experience Advantage with Three Quick Wins
Continue Reading »As you learned in the article, Improving Customer Experience, Where Do you Start?, a robust, strategic customer experience initiative can take years of planning and implementation and require an incubation period before the changes produce visible results. And while a long-term, strategic customer experience initiative is essential for building a meaningful experience advantage, there are three key customer experience quick wins that you can implement today that will bring about improvements tomorrow:
Immediately, and personally, address your unhappy customers’ complaints.
Reward your employees for customer-first behaviors.
Give customer feedback to the stakeholders who will take action.When implemented together these three key quick wins complete a circle of customer care that will result in measurable improvements. Here’s how to get started:
The remainder … -
Improving Customer Experience, Where Do you Start?
Continue Reading »By its nature, customer experience touches all aspects of your business – marketing, sales, operations, finance, and maybe even your legal team. It’s an enterprise-wide strategy that focuses your entire organization on putting the customer first. And, in its entirety, customer experience can be daunting. The enormity of what should be done to improve the customer experience paralyses some companies into doing nothing at all – a tragic mistake that allows their competition to pull ahead with an experience advantage.
Who has the advantage?
An experience advantage… can be hard to define in just a word or two, but if you think about Apple, Zappos, American Express, and Southwest Airlines it becomes clear. These companies were early adopters of the customer experience discipline -
What Great Salespeople Do: An Introduction
Continue Reading »…Ben’s Story: Zoe’s History Lesson
Before we get into what great salespeople do, I’d like to share a story about my daughter, Zoe, one that brought new meaning to the work Mike and I are doing.
Last January, my wife and I attended a midyear parent-teacher conference. Zoe was in sixth grade, and we were expecting the usual—a glowing report from her teacher. But this meeting was different. I could tell there was a problem from the moment we sat down with Zoe’s teacher.
“Zoe is struggling in history,” she said. She explained that Zoe’s test scores had dropped. Maybe it was Zoe’s comprehension, or maybe it was her recall—the teacher couldn’t be sure. The news hit me like a punch in the stomach. Something
Gaining Your Experience Advantage with Three Quick Wins
As you learned in the article, Improving Customer Experience, Where Do you Start?, a robust, strategic customer experience initiative can take years of planning and implementation and require an incubation period before the changes produce visible results. And while a long-term, strategic customer experience initiative is essential for building a meaningful experience advantage, there are three key customer experience quick wins that you can implement today that will bring about improvements tomorrow:
Immediately, and personally, address your unhappy customers’ complaints.
Reward your employees for customer-first behaviors.
Give customer feedback to the stakeholders who will take action.
When implemented together these three key quick wins complete a circle of customer care that will result in measurable improvements. Here’s how to get started:
The remainder …
Improving Customer Experience, Where Do you Start?
By its nature, customer experience touches all aspects of your business – marketing, sales, operations, finance, and maybe even your legal team. It’s an enterprise-wide strategy that focuses your entire organization on putting the customer first. And, in its entirety, customer experience can be daunting. The enormity of what should be done to improve the customer experience paralyses some companies into doing nothing at all – a tragic mistake that allows their competition to pull ahead with an experience advantage.
Who has the advantage?
An experience advantage… can be hard to define in just a word or two, but if you think about Apple, Zappos, American Express, and Southwest Airlines it becomes clear. These companies were early adopters of the customer experience discipline
Understanding “What Great Salespeople Do”
A review on Mike Bosworth & Ben Zoldan’s new book exploring “the science of selling through emotional connection and the power of story.”…
Disclaimer: Mike Bosworth has been my sales coach for more than a dozen years and has become a good friend. I’ve coached for Solution Selling, used the strategies at my own company, and participated in one of the first Beta workshop for Storyleaders.
That being said, I think I get a better understanding of the material because I know Mike Bosworth, and I know what he means when he says something.
And although I’ve only met Ben Zoldan a few times including the workshop, his writing style and voice he contributes to their book makes us seem like we been friends for
What Great Salespeople Do: An Introduction
…Ben’s Story: Zoe’s History Lesson
Before we get into what great salespeople do, I’d like to share a story about my daughter, Zoe, one that brought new meaning to the work Mike and I are doing.
Last January, my wife and I attended a midyear parent-teacher conference. Zoe was in sixth grade, and we were expecting the usual—a glowing report from her teacher. But this meeting was different. I could tell there was a problem from the moment we sat down with Zoe’s teacher.
“Zoe is struggling in history,” she said. She explained that Zoe’s test scores had dropped. Maybe it was Zoe’s comprehension, or maybe it was her recall—the teacher couldn’t be sure. The news hit me like a punch in the stomach. Something
Creating Convergence Between Sales & Marketing Using Social Media
There is a moment in every business where marketing hands off to sales. Planned or not, marketing has created an opportunity, and sales is getting its chance to create a customer.
…At least, that’s what’s supposed to happen.
Did marketing create enough interest? Can sales create enough curiosity and trust? Did they both do their part in getting the prospect to “tell me more?”
Marketing and Sales have both looked to social media for their own rewards, but so far, most have been unable to make it happen.
The big question remains: How can marketing and sale utilize social media for their mutual benefit?
In this presentation:
Marketing Strategy: A review of best practices, and practical examples of how business is using social media for
HausCalls: The Future of Pharma Sales and the Role of Social Media
It would behoove the pharma rep of the future to understand how each and every physician that they call on or want to target wants to be engaged.
Welcome to HausCalls™ – insights and prescriptions from Ideahaus® on problem topics in communications. HausCalls™ is hosted by Kevin Popovic, Communications Director for Ideahaus®, and Author of Satellite Marketing: Using Social Media for Business.
On today’s call, we have Chauncey Smith, past Brand Manager extraordinaire at GlaxoSmithKline, Chief Sales & Marketing Director at ScienceMedia, and now Chief Marketing Officer at MarketSmith Services. We also have Keith Hall, past Director of Medical Sales Training at GlaxoSmithKline, VP and National Sales Manager for Auxilium, and today the Director at Leadership …
SocialMediaPlus Conference: Social Media for Sales
SocialMediaPlus invited Ideahaus® Founder Kevin Popovič… to present “Social Media for Sales: The Return of the Customer Relationship” during their conference Tuesday, May 25, 2010 in Philadelphia, PA. Popovič is largely known for authoring “Satellite Marketing” and is considered a leading strategist on using social media in sales and marketing.
SocialMediaPlus will be the Mid-Atlantic’s largest business summit for professionals interested in learning about the latest in Social Media and web 2.0 technology. We’re anticipating 1000 attendees, 50 exhibitors and 28 sessions led by over 40 of the best and brightest local and national technology, marketing, sales and Social Media leaders.
Popovič speaks about his presentation, “Remember when sales were built on personal relationships with customers? I do. Each customer had a relationship with their
Social Media and The Return of the Customer Relationship
Remember when sales were built on personal relationships with customers? I do.
…
My grandmother sold shoes for a living. For 30 years families went to see Dorothy Popović at Jackson’s Shoe Store in Hopewell, Pa every time they needed a pair of shoes. A church holiday, the first day of school, a wedding, a new outfit, a high school dance, or the first job interview. Whenever they needed shoes they went to see “Dot”.
Mothers were confident that Dorothy would make sure their ever-growing children got the right size – it’s what she did. Men trusted Dorothy to get them a pair of boots that were comfortable and would hold up to the mill floor – that’s who she was. Kids looked forward to a
WWKPD: 5 Social Media Must-Haves for Sales Pro’s
From copiers to medical devices to new cars, I have friends whose job it is to sell a product or service, but they’re not using social media.
I also have a lot of friends who teach sales professionals to be better at what they do. Most with a methodology or process, like my fsales coach Mike Bosworth (Solution Selling, CustomerCentric Selling, Story Leaders…), the art of the sale has become big business because as quotas go up, salesforce roster numbers go down, and in the end pro’s need to sell more.
But regardless of what you sell, or how you sell it, there are some tools of the sales trade that I would not be caught in the field – any
Social Media and The Return of the Customer Relationship: The Fireside Chat
Remember when sales were built on personal relationships with customers? I do.
Then something started to change. There was no customer relationship – only numbered accounts, computers merging data with form fields and bulk postage filling the sales funnel to move the inventory purchased by remote buyers.
Well, things are changing for sales professionals – again. Social media is providing the ability to create a new customer relationship.…
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Ideahaus: What to say. How to say it.™