Forward To New eBook on Customer Success

Kerry Bodine

This is my forward to Guy Nirpaz’ s new eBook on customer success, Farm Don’t Hunt , available today on Amazon. The disciplines of marketing and sales have traditionally owned a controlling stake in building customer relationships. Specifically, they’ve neglected those touchpoints and interactions that come after the point of sale. On the surface, this makes a certain amount of sense: We need to make customers aware of our offerings and get them in the door.

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4 Ways Small Businesses Use Free Chatbots to Drive Sales


For many small businesses, the idea of launching a chatbot to handle customer support and sales questions seems out of reach. Comm100 Task Bot is a free, fun, and interactive chatbot that helps businesses of all sizes to increase engagement and drive sales.

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The Right Sales Training Not Only Educates But Motivates Sales Teams

Integrity Solutions

Do they have some special sales skills that others don’t? If your sales force is somewhat normal, just 20% are high performers. As companies stare down some nerve-wracking business trends — widening revenue gaps, economic uncertainty, changes in buying patterns combined with the new dynamics of remote work — the sales organization is feeling the pressure. After all, you have all these loyal, honest, conscientious, good people on your sales team.

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Free eBook: Emotional Value Index (EVI®) – The Next Big Thing in CX Since the NPS


We know CX matters when it comes to sales. Today, a whopping 46% of consumers say that customer experience is the main driver of. Insight

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The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

Review: Micah Solomon’s new ebook: Culture Of Yes: Practices And Principles Of Great Hospitality

Bill Quiseng

So when he recently published an ebook entitled Culture Of Yes: Practices And Principles Of Great Hospitality , I was all over it. And while this ebook is focused on those who are in the hospitality industry, I am sure that customer service professionals in any industry will benefit. Find out more about Micah and his new ebook at the end of this post. While this ebook is directed to hospitality professionals, there is value for a manager of any business who has customers.

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9 Ways To Use Survey Incentives To Boost Sales


You can also offer non-monetary virtual incentives like allowing them to download an eBook, research paper, or template. It also boosts your sales as users may like your product during the trial and invest in it for the long term. Your customers are the lifeblood of your business.

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6 Simple, Powerful Tools for B2B Sales Management


If you're anything like me, you're always looking for options that are easy to use, that integrate easily into your sales cycle, and that provide the most value to the prospect you're talking to. So to help your search, here are six tools that have become must-haves in my sales process. Email is still a smart and useful method of communication in the B2B sales world. It sends a simple feedback form to your prospects immediately after key interactions in your sales cycle.

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How to Drive Conversions with Pre-Sales Surveys


According to Gleanster Research , only 25% of marketing leads are actually qualified enough to pass to sales, and 79% never become customers. For one, few businesses properly pre-qualify their leads, let alone nurture them, so by the time they reach sales, they’re far from ready to buy. How to Improve Lead Quality with Pre-Sales Surveys. Pre-sales surveys help you do just that. Here are a few ways you can integrate surveys into your pre-sales process.

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Are You Using This Powerful Sales Technique?

Beyond Philosophy

A powerful sales technique exists that can help. The best sales organizations use it well; the worst, not so much. It describes how they give customers or prospects something with the hopes that their generosity will be returned in higher sales or customer loyalty. Organizations offer some of their knowledge through free eBooks, videos, articles, and podcasts about their area of expertise to get new clients. No one wants to be tricked or cajoled into the sale.

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Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Sales Development Track: TOPO Sales Summit 2016


The past few years have seen significant advances in sales strategies and practices. TOPO Sales Summit 2016 examined many of the facets of a successful sales strategy. The Sales Development Track expanded on how high-growth companies can drive pipeline and revenue. In this blog post, we will review insights from TOPO Sales Development Practice Leader Kristina McMillan’s session on “The Sales Development Framework.”. About TOPO Sales Summit.

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Sales Effectiveness Track: TOPO Sales Summit 2016


Every sales organizations is looking for the secret to improving their effectiveness and their revenue along with it. The Sales Effectiveness track at TOPO Sales Summit 2016 explored the plays and tactics that contribute to the effectiveness of the world’s top sales teams. In this blog post, we will explore the insights provided at TOPO Sales Development Analyst Dave Hershenson’s Outbound Prospecting Workshop. About TOPO Sales Summit.

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Product-Led, Customer-Led, Sales-Led, Marketing-Led Growth: What’s Right for Your Business?


The right process is to hire a growth marketer or VP of sales. Product-led growth Sales-led growth Marketing-led growth Customer-led growth. PLG or product-led growth also leads to shorter sales cycles, automates user acquisition, and aids in onboarding. Sales-Led Growth.

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Sales Leadership Track: TOPO Sales Summit 2016


Sales leaders are integral to the success of their teams. The Sales Leadership track at TOPO Summit 2016 explored the ways in which sales leaders design, build and manage their organizations. Who better to provide input on effective sales than a buyer? Sophisticated buyer and Chief Marketing Officer of MongoDB, Meagen Eisenberg, provided the A in TOPO Sales Summit 2016 ’s Q&A session. About TOPO Sales Summit. Blog Sales

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5 Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.

REI and Balancing Sales and Customer Experience Improvement


Sales or Customer Experience? Through the lens of his personal experience, the ex-employee asked : “If REI is focused on customer experience and a co-op style of business, why are employees only being measured by membership sales?”. So there we are, paid REI members, looking for a best friend, while they’re slinging unrelated sales pitches across the room. The value a customer perceives as they decide to become a member, to emphasize consultative membership sales.

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How to Balance Intuition in Customer Experience Management and Sales


Sales offers a good example of the power of perspectives. For companies with complex sales processes and big-ticket contracts, every interaction between a sales rep and a prospect can add up to—or negatively impact—the final outcome. And sales reps have to forecast all of those outcomes internally: first to a manager, who rolls it up to a supervisor, who rolls it up to another supervisor, who submits it to a VP, who shares it with leadership.

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5 Ways to Tell If Your B2B Sales Processes Are Broken


This is an excerpt from the ebook, “Increase Speed, Accuracy, and Revenue: Upgrade Your Sales Process to Include CPQ” Companies that have experienced significant changes such as extended growth, new business acquisition, portfolio changes, organizational shifts, or additional new sales channels often find themselves at a point in their evolution where moving ahead means stepping back for a bit of self-evaluation. B2B CPQ Sales

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Be Mine: The Secret to Successfully Closing A Sale


This quote from Sonia Simone ''s excellent post entitled How to Create a Deep Connection with Prospects and Customers sums up a question we''ve been grappling with here at PeopleMetrics in recent months: how to help B2B companies differentiate on the prospect experience and close more sales. If your sales strategy has your reps jumping straight to "Be Mine" before building an emotional connection, the relationship will be over before it has begun.

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How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

Is Your Sales Training Doing Any Good?

Integrity Solutions

Simply knowing how to sell doesn’t in and of itself create sales winners. For sales training to help all salespeople grow, we have to search for deeper reasons—the real reasons why people sell or fail to sell. In most organizations, we see: 20% of all salespeople reach high sales levels. 20% produce unacceptable sales volumes. Nearly every organization offers sales training in some form. The Problem With Sales Training. Rethinking Sales Training.

What is customer intelligence? How a deeper customer understanding drives revenue and sales


The following is an excerpt from The Enterprise Guide to Customer Intelligence , an ebook that explores the different tactics companies use to gain a deeper understanding of the customer. Get your copy of the ebook to learn more. The balance of power has shifted from companies to their customers. Your customers now have constant access to a world of information about both your company and your competitors, and they’re putting that information to use.

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Talking Trash: How Damaged Goods Kill Sales

Beyond Philosophy

Find out more on how you can improve your Customer Experience and ultimately your sales in our latest ebook Unlocking The Hidden Customer Experience. Distressed jeans may be fashionable, but it’s much harder to sell a product that appears damaged. That’s because we typically believe that a damaged product isn’t worth as much as one that’s in perfect condition. Research into the psychology behind recycling supports this idea.

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5 Customer Success Post-Sales Pitfalls


5 Common Success Post-Sales Pitfalls. In order to make sure your CSMs are prepared, take a look at these common post-sales pitfalls, strategies for success, and best practices at every point of the post-sales customer lifecycle to ensure critical issues don’t slip through the cracks. Understanding Post-Sales Lifecycle Management. Pitfall #1: The Sales Handoff (Poor Knowledge Transfer). The Sales Handoff Strategy. Best Practices for a Smooth Sales Handoff.

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How to Overcome the Pain Points of Your CRM

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.

Case Study: Increase Your Sales by 47% by Doing This…

Beyond Philosophy

How can you increase your sales by 47%? The result of their changes was a 47% increase in sales with no additional marketing support. We have written a great deal about this in my new eBook Unlocking the Hidden Customer Experience. The post Case Study: Increase Your Sales by 47% by Doing This… appeared first on Beyond Philosophy. It’s all in the packaging. Gressingham Foods, a pre-packaged food company in the UK, wanted to change their brand image at the store.

The 6 Most Memorable Quotes from TOPO Sales Summit 2016


TOPO Sales Summit 2016 was a whirlwind of information, insights and debate. With two days of content, four tracks and 30+ sessions and workshops, TOPO Sales Summit 2016 really packed a punch. As a form of summary, we’ve compiled some of the most memorable quotes from TOPO Sales Summit 2016. This blog post will rundown the top six most memorable quotes from TOPO Sales Summit 2016. You can access more content like this by downloading our TOPO Sales Summit Ebook.

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The Results Of 3 B2B Account-Based Marketing Campaigns: The Good, The Bad And The Ugly


Marketing Leaders Pipeline & Revenue Growth Sales Professionals ABM abm best practices abm ca abm campaign ideas abm customer advocacy abm ebook abm metrics abm results account based marketing account-based marketing campaign examples b2b ABM b2b account based marketing b2bmarketingzone combining abm and advocacy Developing your account-based marketing (ABM) strategy while keeping your brand advocates in mind will ensure your next ABM campaign is a success.

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Beyond CRM: How Method Helps Businesses Create Optimal Workflows


Each tile on the dashboard is an app, and each app stores a different type of data related to customer and sales management. By design, the stock apps in Method:CRM are generic enough to work for many types of sales processes. Sales opportunity list in Method:CRM. Click to download your FREE copy of our ebook, “Extend the Power of QuickBooks Desktop with Method:CRM.”. Changing software needs are a fact of life for growing businesses.

Best Practices for Accelerating the Sales Process

This eBook takes a look at three headache-free strategies you can employ today to accelerate selling the right way. Read on to learn how to adopt specific workflows and approaches that append your existing processes to deliver value to your prospects and internal counterparts.

Five Steps to Establish a Successful Knowledge Transfer Between Sales and Customer Success


Your sales and customer success teams must ensure your new customers receive the promised value and results. It’s important that your sales and customer success teams understand the compelling event and timeline for each of their customers. During the sales process, this was likely an important focus to ensure the contract was signed with plenty of time so implementation could be completed prior to the compelling event or timeline.

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Nailing the Customer Handoff Between Sales and Customer Success


Strategies for an Effective Partnership between Customer Success and Sales. The handoff of a new customer between Sales and Customer Success is a critical moment in the customer lifecycle. Earlier this week we hosted a well attended webinar on – “How to Nail the Customer Handoff between Sales and Customer Success” If you missed it, no worries. They shared their top tips for consistently successful handoffs and building trust between your Sales and CS teams.

A Quick Intro to the Sales to Customer Success Handoff Scoring Process


Establishing Your Sales to Customer Success Handoff Score. Essentially, the same grades a marketing team gives new prospects should line up perfectly with the opportunity scores from a sales team and the customer risk scores of a customer success team. Once your marketing team has developed a lead score and Ideal Customer Profile (ICP), the account is passed on to the sales team. How to Start Building Your Sales to Customer Success Handoff Score.

The One Thing Your Account-Based Marketing Strategy Is Missing


Today’s empowered customers expect the interactions they have with your sales and marketing teams to be highly personalized and relevant—which can make striking up valuable conversations with prospects challenging. Together, these two strategies deliver a powerful one-two punch that results in higher engagement, shorter sales cycles and more revenue. Providing your advocates with sales enablement tools customized for their company.

The Power of Conversation Intelligence

This eBook will answer all your questions and more on Conversation Intelligence (CI) by providing a complete overview and its need in Revenue organizations - delivering impact from your Sales Development Representatives all the way to the C-Suite.

Recorded Webinar: Customer Success Pitfalls to Avoid During the Post-Sale Process


Register to watch the recorded webinar here: Customer Success Pitfalls to Avoid During the Post-Sale Process. In this webinar you will learn: How to approach post-sale lifecycle management with your customers. Register to watch the recorded webinar here: Customer Success Pitfalls to Avoid During the Post-Sale Process. You can download and read our entire Customer Success as a Culture eBook series below: Customer Success as a Culture: Customer Success Leaders Edition.