INDUSTRY INSIGHTS YOUR PEERS ARE READING
Even the biggest companies sometimes find it difficult to effectively generate sales from their call centers. However, if companies optimize their call centers for sales, there are great opportunities for increased revenue as well as build greater customer loyalty. MORE
In the current climate, customer experience is one of the main battlegrounds for sales organisations, often out-ranking factors like product and price. It is, therefore, no real surprise that many sales companies are increasing investment in customer experience training and coaching efforts. MORE
Yet, all this progress has created a new set of sales challenges. Providing customers with accurate information at just the right time, is often the push required to convert the sale. Co-browsing and screen sharing as a sales tool. Sales CX of the future. MORE
Sales Effectiveness Often Starts by Understanding Why Your Sales Managers Still Aren’t Coaching Their Teams. It’s about sales coaching- and sales effectiveness. Sales managers have a stressful job. Sales Coaching Isn’t Necessarily What They Think It Is. MORE
When it comes to sales and service, Salesforce got the ball rolling when it launched the industry’s first initiative, Salesforce Wear, a marketplace for wearable apps built on the Salesforce platform. Wearable technology for sales. So, why do sales people need this technology? MORE
Even if you’re feeling pretty good about your results so far this year, you can always continue to refine those conversations with yourself to release and expand your achievement drive and push past your existing sales boundaries. Check in with your coach: Another secret to sales success? MORE
The point of sale is an incredibly important time for retailers to engage their customers. Generic and impersonal, these point-of-sale surveys do a poor job of uncovering meaningful insights. Why point-of-sale surveys don’t always work. Typically, point-of-sale surveys ask customers the same set of questions, regardless of what they bought or who they interacted with. The data retailers collect from point-of-sale surveys is pretty dismal. MORE
But when your company experiences rapid growth or has a lengthy sales cycle for high value products and services, the burden on your top performers can be heavy. Regardless of your industry and product or service offering, it’s common knowledge that retention in sales can be challenging. MORE
While it’s technically easier to reach people through social channels for marketing and sales, it doesn’t mean it’s the right way to do things. Generation Z, the generation AFTER the millennials (born late 1990’s to early 2000’s) rejects traditional marketing and sales completely. MORE
We look at Sales and Success as two different departments , where they ought to be cross-functional. Success picks up where Sales ends off. A Customer Success Manager interacts with many cross-functional departments, building and maintaining relationships from Success to Sales. MORE
Many of us have even been tempted to ask this question on a sales call. Provide insight on a sales call. The Sales Call Question You Should Never Ask. Marketing & Sales Must Work Together. To be effective at sales, your company first needs to look inward. MORE
But most everyone’s thinking is still limited to the confines of the traditional showroom sales model. I love reading research about the future of auto retail. MORE
The post Do You Have a Leaky Sales Funnel? Blog Canada Customer Service / Customer Experience Frank Reactions Podcast Process Sales ShowsCustomer Experience Can Stop the Churn appeared first on Frank Reactions. MORE
Next week, join over 500 professionals preparing to gather at CXFusion to learn how to create exceptional customer experiences. MORE
Does sales effectiveness require process – following a particular process in a particular manner? Does sales effectiveness necessitate using the right technology/tools – say like a CRM system? Does sales effectiveness require a deep insight into the customer’s industry / business? Does sales effectiveness require great negotiating skills. Last week I presented a sales … Continue reading "Sales Effectiveness: What Does It Take To Make A Sale?". MORE
Crazy though it sounds, sales reps are still doing these things all the time. Your sales reps represent you to prospective customers. Your sales reps represent you to prospects. 10 Tips For Sales Teams. Involve the sales team in your customer journey mapping process. MORE
Customer Centric Sales & Service Policies Lynn Hunsaker. Do our sales and service policies show it? Customers prefer straightforward, intuitive policies and easy access to live help in sales and service. MORE
There are many different types of sales letters and emails. Whether you’re writing business-to-business (B2B) or business-to-consumer (B2C), here’s what to consider when preparing your own sales letter or email. You aren’t writing your sales letter or email to everyone. MORE
Next week, join over 500 professionals preparing to gather at CXFusion to learn how to create exceptional customer experiences. MORE
It’s hard to have customers if you don’t have sales. But what happens after the sale? Sales become less personalized and lack emotion. Customer Experience or Sales? Blog Featured CRM Customer Experience leadership linkedin sales SAP webinar MORE
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. MORE
The post Car Sales Through Vending Machines! The customers have spoken, and they’ve had enough of car dealerships. MORE
To develop your sales coaching strategy, you first need to understand where your organization’s level of coaching is right now. Figuring out your sales coaching strategy has become a hot topic in business today, and for good reason. Sales Coaching Strategy Step 1: Know Your Proficiency. MORE
When I previously posted this article on one of the hospitality websites last year I got a lot of grief from those in the “sales” side of the business. Management sales always fights with operations sales versus operations the daily batle MORE
Clearly having a sales playbooks or a sales execution plan is essential. What is a sales playbook? ” RingDNA wrote a blog “7 Killer Sales Playbook Examples” Again a list of different examples and templates of successful playbooks. For sales leader. MORE
Make Shopping Enjoyable to Encourage Sales. These findings suggest that making shopping enjoyable could potentially double your sales among this key demographic! On a previous blog , my colleague Jason shared a finding from Centriam’s 2017 Retail Study : customers who had an enjoyable shopping experience were more likely to be promoters. This finding is especially robust among millennials, the largest generation in the US. MORE
I had just left the Apple Store at Park Meadows Shopping Center in Lone Tree, Colorado when I approached a cluster of kiosks teeming with predatory salespeople sizing me up for their next sale. “I’m And she knew then that she had made a sale. Earlier this month, I met Adele. MORE
Many of us have even been tempted to ask this question on a sales call. The Sales Call Question You Should Never Ask You are nervously wondering what you’ll ask when you go on that sales call, and some well-meaning person advises you, “Ask them what’s keeping them up at night.”… ”… The post NEVER Ask This Question on a Sales Call! authors B2B Frank Reactions Podcast Sales Shows Statistics challenger sale Matt Dixon MORE
When sales become the sole focus of the business, it’s easy to zone out on what your customers truly feel and say about your brand. The post How Customer Sentiment Analysis Can Boost Sales and Grow Your Business appeared first on CloudCherry. After browsing through your website, a customer initiates a chat with your support team. The agent answered their questions and clarified their concerns, so the customer should be happy and ready to buy. MORE
As such, this article, although it focuses on sales tactics, actually falls under the heading of customer service. Incorporate these five customer service strategies into your sales tactics and watch sales grow. Related Posts Start-up sales advice from three sales champions. MORE
But the biggest takeaway from our study isn’t a particular statistic—it’s that live chat (when done right) has the power to drive sales and boost customer loyalty. It can make them feel more secure in their decision to do business with you—leading to more conversions and higher sale s. Proactive Live Chat Can Turn Browsing into a Sale. Sometimes when we talk about customer support, we get a little tunnel vision-y about immediate post-sale support. MORE
Two interesting studies in the B2B (business to business) world have come out lately: The Content Marketing Institute & Marketing Profs 2013 B2B Content Marketing Benchmarks, Budgets and Trends report, about how marketers are approaching the content marketing challenge, Software … Continue Reading → The post B2B Sales: Marketing That Works appeared first on Frank Reactions. MORE
It’s an issue that impacts both sales and service professionals; how do you create stronger relationships with customers without appearing invasive, desperate, or just plain creepy. Using Salesforce CTI to connect customer data to the sales and service experience. MORE
The post How Better Web Accessibility Can Boost Your Sales appeared first on Frank Reactions. Web Accessibility Is Not Just for Disabled People! Web accessibility helps everyone: In user testing people in their 40s are the ones most annoyed by small, low-contrast fonts. MORE
It checked all the boxes for me—strategic thinking, working collaboratively, creativity, working with sales, and above all a total focus on giving the customer a great experience. The client doesn’t need to understand the differences between Sales and Support and Service and CSM and Marketing. MORE
Many companies along the sales stack are classifying their solution as sales acceleration platform. Komiko introduces the first truly end-to-end sales acceleration platform. Starting from the goal of every sales leader. MORE
Overview Valero Energy Corporation is an international manufacturer and marketer of transportation fuels and petrochemicals. As the world’s largest independent petroleum refiner, Valero has a workforce of 10,000 employees with a refining capacity of approximately 3.1 million barrels per day. MORE
But most everyone’s thinking is still limited to the confines of the traditional showroom sales model. I love reading research about the future of auto retail. MORE
That critical time-period, the post-sale handoff of the contract for execution, involves more than a digital document passing through a CRM. Listen in on my latest video about post sale customer abandonment, and how it negatively impacts customer retention. MORE
We’re all familiar with the basic sales funnel – marketing passes leads on to sales, sales accepts them, converts leads to opportunities and then (hopefully!) The opportunities stage is critical to the success or failure of a deal, but it’s often overlooked by sales teams. MORE
Less talked-about but perhaps equally as important to creating a smarter customer experience are the humans and the technology on the other end of the interaction – including salespeople, sales enablement technology, and sales force automation technology. MORE
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. MORE
Sales Related Topics 
360Connext
JUNE 5, 2017
It’s hard to have customers if you don’t have sales. But what happens after the sale? Sales become less personalized and lack emotion. Customer Experience or Sales? Blog Featured CRM Customer Experience leadership linkedin sales SAP webinar
Integrity Solutions
OCTOBER 16, 2018
To develop your sales coaching strategy, you first need to understand where your organization’s level of coaching is right now. Figuring out your sales coaching strategy has become a hot topic in business today, and for good reason. Sales Coaching Strategy Step 1: Know Your Proficiency.
Kayako
SEPTEMBER 20, 2018
In the current climate, customer experience is one of the main battlegrounds for sales organisations, often out-ranking factors like product and price. It is, therefore, no real surprise that many sales companies are increasing investment in customer experience training and coaching efforts.
GetFeedback
AUGUST 3, 2018
The point of sale is an incredibly important time for retailers to engage their customers. Generic and impersonal, these point-of-sale surveys do a poor job of uncovering meaningful insights. Why point-of-sale surveys don’t always work. Typically, point-of-sale surveys ask customers the same set of questions, regardless of what they bought or who they interacted with. The data retailers collect from point-of-sale surveys is pretty dismal.
Speaker: Tony Medrano, CEO of RapportBoost.ai
and Heidi Rote, Director, North America Sales Center of Jenny Craig, as they present real case studies of how live chat drives engagement, order size, conversions, and allows agents to build relationships with customers.
Gainsight
OCTOBER 22, 2018
It checked all the boxes for me—strategic thinking, working collaboratively, creativity, working with sales, and above all a total focus on giving the customer a great experience. The client doesn’t need to understand the differences between Sales and Support and Service and CSM and Marketing.
Centriam Customer Experience Lab
JANUARY 5, 2018
Make Shopping Enjoyable to Encourage Sales. These findings suggest that making shopping enjoyable could potentially double your sales among this key demographic! On a previous blog , my colleague Jason shared a finding from Centriam’s 2017 Retail Study : customers who had an enjoyable shopping experience were more likely to be promoters. This finding is especially robust among millennials, the largest generation in the US.
Integrity Solutions
JULY 11, 2018
Even if you’re feeling pretty good about your results so far this year, you can always continue to refine those conversations with yourself to release and expand your achievement drive and push past your existing sales boundaries. Check in with your coach: Another secret to sales success?
NewVoiceMedia
OCTOBER 12, 2015
As such, this article, although it focuses on sales tactics, actually falls under the heading of customer service. Incorporate these five customer service strategies into your sales tactics and watch sales grow. Related Posts Start-up sales advice from three sales champions.
TechSee
AUGUST 7, 2018
Yet, all this progress has created a new set of sales challenges. Providing customers with accurate information at just the right time, is often the push required to convert the sale. Co-browsing and screen sharing as a sales tool. Sales CX of the future.
Beyond Philosophy
OCTOBER 11, 2018
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.
Tema Frank
FEBRUARY 13, 2018
Many of us have even been tempted to ask this question on a sales call. Provide insight on a sales call. The Sales Call Question You Should Never Ask. Marketing & Sales Must Work Together. To be effective at sales, your company first needs to look inward.
Integrity Solutions
JUNE 29, 2018
Sales Effectiveness Often Starts by Understanding Why Your Sales Managers Still Aren’t Coaching Their Teams. It’s about sales coaching- and sales effectiveness. Sales managers have a stressful job. Sales Coaching Isn’t Necessarily What They Think It Is.
Beyond Philosophy
SEPTEMBER 21, 2018
Are you using this powerful sales technique? The post Are You Using this Powerful Sales Technique? We all want to sell more, so how do we do this? The best organizations are, the worse, not so much. Learn what you should be doing. appeared first on. Podcast
NewVoiceMedia
AUGUST 30, 2016
It’s an issue that impacts both sales and service professionals; how do you create stronger relationships with customers without appearing invasive, desperate, or just plain creepy. Using Salesforce CTI to connect customer data to the sales and service experience.
Tema Frank
FEBRUARY 13, 2018
Many of us have even been tempted to ask this question on a sales call. The Sales Call Question You Should Never Ask You are nervously wondering what you’ll ask when you go on that sales call, and some well-meaning person advises you, “Ask them what’s keeping them up at night.”… ”… The post NEVER Ask This Question on a Sales Call! authors B2B Frank Reactions Podcast Sales Shows Statistics challenger sale Matt Dixon
BlueOcean
MARCH 17, 2016
But when your company experiences rapid growth or has a lengthy sales cycle for high value products and services, the burden on your top performers can be heavy. Regardless of your industry and product or service offering, it’s common knowledge that retention in sales can be challenging.
Komiko
SEPTEMBER 2, 2018
Clearly having a sales playbooks or a sales execution plan is essential. What is a sales playbook? ” RingDNA wrote a blog “7 Killer Sales Playbook Examples” Again a list of different examples and templates of successful playbooks. For sales leader.
360Connext
APRIL 2, 2015
While it’s technically easier to reach people through social channels for marketing and sales, it doesn’t mean it’s the right way to do things. Generation Z, the generation AFTER the millennials (born late 1990’s to early 2000’s) rejects traditional marketing and sales completely.
MaritzCX
JANUARY 5, 2017
But most everyone’s thinking is still limited to the confines of the traditional showroom sales model. I love reading research about the future of auto retail.
Komiko
AUGUST 26, 2018
Many companies along the sales stack are classifying their solution as sales acceleration platform. Komiko introduces the first truly end-to-end sales acceleration platform. Starting from the goal of every sales leader.
MaritzCX
JANUARY 5, 2017
But most everyone’s thinking is still limited to the confines of the traditional showroom sales model. I love reading research about the future of auto retail.
Call Center Pros
AUGUST 20, 2018
Even the biggest companies sometimes find it difficult to effectively generate sales from their call centers. However, if companies optimize their call centers for sales, there are great opportunities for increased revenue as well as build greater customer loyalty.
Comm100
MARCH 14, 2018
There are many different types of sales letters and emails. Whether you’re writing business-to-business (B2B) or business-to-consumer (B2C), here’s what to consider when preparing your own sales letter or email. You aren’t writing your sales letter or email to everyone.
Tema Frank
MARCH 14, 2018
The post Do You Have a Leaky Sales Funnel? Blog Canada Customer Service / Customer Experience Frank Reactions Podcast Process Sales ShowsCustomer Experience Can Stop the Churn appeared first on Frank Reactions.
CloudCherry
SEPTEMBER 2, 2018
When sales become the sole focus of the business, it’s easy to zone out on what your customers truly feel and say about your brand. The post How Customer Sentiment Analysis Can Boost Sales and Grow Your Business appeared first on CloudCherry. After browsing through your website, a customer initiates a chat with your support team. The agent answered their questions and clarified their concerns, so the customer should be happy and ready to buy.
ClearAction
DECEMBER 13, 2017
Customer Centric Sales & Service Policies Lynn Hunsaker. Do our sales and service policies show it? Customers prefer straightforward, intuitive policies and easy access to live help in sales and service.
Amity
APRIL 30, 2018
We look at Sales and Success as two different departments , where they ought to be cross-functional. Success picks up where Sales ends off. A Customer Success Manager interacts with many cross-functional departments, building and maintaining relationships from Success to Sales.
NewVoiceMedia
OCTOBER 29, 2015
When it comes to sales and service, Salesforce got the ball rolling when it launched the industry’s first initiative, Salesforce Wear, a marketplace for wearable apps built on the Salesforce platform. Wearable technology for sales. So, why do sales people need this technology?
Beyond Philosophy
JANUARY 9, 2017
The post Car Sales Through Vending Machines! The customers have spoken, and they’ve had enough of car dealerships.
MaritzCX
APRIL 6, 2017
Next week, join over 500 professionals preparing to gather at CXFusion to learn how to create exceptional customer experiences.
One Millimeter Mindset
SEPTEMBER 6, 2018
That critical time-period, the post-sale handoff of the contract for execution, involves more than a digital document passing through a CRM. Listen in on my latest video about post sale customer abandonment, and how it negatively impacts customer retention.
Tema Frank
NOVEMBER 2, 2016
The post How Better Web Accessibility Can Boost Your Sales appeared first on Frank Reactions. Web Accessibility Is Not Just for Disabled People! Web accessibility helps everyone: In user testing people in their 40s are the ones most annoyed by small, low-contrast fonts.
Maz Iqbal
FEBRUARY 29, 2016
Does sales effectiveness require process – following a particular process in a particular manner? Does sales effectiveness necessitate using the right technology/tools – say like a CRM system? Does sales effectiveness require a deep insight into the customer’s industry / business? Does sales effectiveness require great negotiating skills. Last week I presented a sales … Continue reading "Sales Effectiveness: What Does It Take To Make A Sale?".
Kayako
NOVEMBER 11, 2015
We’re all familiar with the basic sales funnel – marketing passes leads on to sales, sales accepts them, converts leads to opportunities and then (hopefully!) The opportunities stage is critical to the success or failure of a deal, but it’s often overlooked by sales teams.
Tema Frank
JANUARY 23, 2014
Two interesting studies in the B2B (business to business) world have come out lately: The Content Marketing Institute & Marketing Profs 2013 B2B Content Marketing Benchmarks, Budgets and Trends report, about how marketers are approaching the content marketing challenge, Software … Continue Reading → The post B2B Sales: Marketing That Works appeared first on Frank Reactions.
Steve DiGioia
NOVEMBER 12, 2015
When I previously posted this article on one of the hospitality websites last year I got a lot of grief from those in the “sales” side of the business. Management sales always fights with operations sales versus operations the daily batle
Customer Enthusiast
SEPTEMBER 21, 2016
I had just left the Apple Store at Park Meadows Shopping Center in Lone Tree, Colorado when I approached a cluster of kiosks teeming with predatory salespeople sizing me up for their next sale. “I’m And she knew then that she had made a sale. Earlier this month, I met Adele.
MaritzCX
APRIL 6, 2017
Next week, join over 500 professionals preparing to gather at CXFusion to learn how to create exceptional customer experiences.
Kayako
SEPTEMBER 14, 2018
But the biggest takeaway from our study isn’t a particular statistic—it’s that live chat (when done right) has the power to drive sales and boost customer loyalty. It can make them feel more secure in their decision to do business with you—leading to more conversions and higher sale s. Proactive Live Chat Can Turn Browsing into a Sale. Sometimes when we talk about customer support, we get a little tunnel vision-y about immediate post-sale support.
MaritzCX
DECEMBER 7, 2017
Overview Valero Energy Corporation is an international manufacturer and marketer of transportation fuels and petrochemicals. As the world’s largest independent petroleum refiner, Valero has a workforce of 10,000 employees with a refining capacity of approximately 3.1 million barrels per day.
Smarter CX
SEPTEMBER 18, 2018
Less talked-about but perhaps equally as important to creating a smarter customer experience are the humans and the technology on the other end of the interaction – including salespeople, sales enablement technology, and sales force automation technology.
Tema Frank
JULY 19, 2016
Crazy though it sounds, sales reps are still doing these things all the time. Your sales reps represent you to prospective customers. Your sales reps represent you to prospects. 10 Tips For Sales Teams. Involve the sales team in your customer journey mapping process.
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