Customer Centric Insights for Sales Teams
51 views | +0 today
Follow
Customer Centric Insights for Sales Teams
Customer Centric Insights for Sales Teams
Here we've compiled 20 phenomenal and timely blog posts that provide expertise on how to develop and reap the benefits of a customer centric sales strategy.
Your new post is loading...
Your new post is loading...
Scooped by The Sales Management Association
Scoop.it!

B2Bs with customer-centric custom content score better leads [data] - Brafton - Brafton

B2Bs with customer-centric custom content score better leads [data] - Brafton - Brafton | Customer Centric Insights for Sales Teams | Scoop.it
Brafton B2Bs with customer-centric custom content score better leads [data] - Brafton Brafton It might sound too simple to be true, but optimizing websites and creating digital content with customers' needs and desires in mind can yield the best...
The Sales Management Association's insight:

Brafton illustrates useful tactics in this blog on how to B2B organizations can deliver customized content to effectively connect with their customer base. In doing this, he explains how such customer-centric content helps sales teams develop top quality leads to pursue.

more...
No comment yet.
Rescooped by The Sales Management Association from MarketingHits
Scoop.it!

Part Two: The Broken Link of Social Customer Service | Social Media Today

Part Two: The Broken Link of Social Customer Service | Social Media Today | Customer Centric Insights for Sales Teams | Scoop.it

Via Brian Yanish - MarketingHits.com
The Sales Management Association's insight:

The second in a two-part blog series by SocialMedia Today on social media's role in fostering a customer-centric business. This resource provides very useful insight on how to leverage social networks to better understand serve customers or clientelle.

more...
Brian Yanish - MarketingHits.com's curator insight, May 10, 2013 1:52 PM

Great article, I like the point that customers don't just see your business or brand as your store front any longer, but now because of Facebook and Twitter profiles, businesses need to respond to followers where they are.


A few days ago I tweeted about a problem that I was having with a company and included their twitter username in my post. So far I've received no reply or direct message from them. Sad because this is from a company who has this statement on the front page.


"Join the Conversation Today.


Keep up the conversation beyond the checkout. Come say hello on Facebook, LinkedIn, Google+ and Twitter  where we share company news, giveaways, and much more.  We always welcome your feedback."

Scooped by The Sales Management Association
Scoop.it!

Deep Customer Insight: A Necessary Foundation for Sales Force Transformation | ZS Associates

Deep Customer Insight: A Necessary Foundation for Sales Force Transformation | ZS Associates | Customer Centric Insights for Sales Teams | Scoop.it
Companies that can derive profound customer insights and generate segmentation plans can transform the sales force and increase organic growth, according to ZS Principal Erik Long.
The Sales Management Association's insight:

In this video blog, a principal at ZS Associates discusses how developing a more complete understanding of customers' needs greatly facilitates sales force transformation initiatives. He showcases the related benefits and strategies for becoming customer-centric. 

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

Selling Differentiation Through Customer Centric Selling Skills

Selling Differentiation Through Customer Centric Selling Skills | Customer Centric Insights for Sales Teams | Scoop.it
Create a different sales experience with your customers through customer centric selling skills.
The Sales Management Association's insight:

This piece from The Learning Outsource Group discusses the importance of sales training initiatives in developing a customer-centric selling process. The author specifically outlines salesperson behaviors that hinder and empower sales performance, respectively.

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

Be Customer-Focused: 4 Basic Tactics

Be Customer-Focused: 4 Basic Tactics | Customer Centric Insights for Sales Teams | Scoop.it
Follow these four great ideas to keep your sales growing and your customers happy.
The Sales Management Association's insight:

As its namesake implies, this Inc article lists and describes four proven tactics for enhancing customer focus and effectively growing sales as a result. It's brief - but informative nonetheless!

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

2013′s Sales Intelligence Trends | #b2bsales

2013′s Sales Intelligence Trends | #b2bsales | Customer Centric Insights for Sales Teams | Scoop.it
The Sales Management Association's insight:

This InsideView blog on B2B sales describes and elaborates on how growing customer focus and experience is a key sales intelligence trend for 2013. The author thoroughly details the related empirical findings and draws connections that hilight the key association between customer relationship management and valuable sales intelligence.

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

Customer Retention, Different Approaches

Customer Retention, Different Approaches | Customer Centric Insights for Sales Teams | Scoop.it
Customer retention is a critical issue.  Wisdom (and data--thought it's not at my fingertips) says that it costs us less to keep a good customer than to acquire a new customer.  But it seems compan...
The Sales Management Association's insight:

This Partners in Excellent blog describes how building a customer-focused selling strategy (and mindset) is key to addressing customer retention issues. He presents ways to build a customer-centric sales organization that ultimately sustains loyal, returning customers.

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

B2B Sales Process: Understanding the Customer’s Business

B2B Sales Process: Understanding the Customer’s Business | Customer Centric Insights for Sales Teams | Scoop.it
The B2B Sales Process involves understanding your Customer's Business first - a selling skill and product differentiator will set you apart.
The Sales Management Association's insight:

In this Axion blog, the author explains how gaining insight into customers' business (and their unique needs) is critical for any B2B sales process. He hilights the utility of a customer-centric sales environment for driving sales reps to learn about and build relationships with the customers they target.

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

Are You Building Coalitions With Your Customers?

Are You Building Coalitions With Your Customers? | Customer Centric Insights for Sales Teams | Scoop.it
As sales professionals, we’re supposed to be great at building relationships with our customers. Relationships are important, they are the foundation to doing business.
The Sales Management Association's insight:

This blog from Partners in Excellence mainly addresses the need to tailor selling process to mutually address one's own and one's customers' priority needs.. In essence, this post emphasizes that salespeople should collaborate with clients to serve the buyer and seller's mutual interests.

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

Does Your Sales Incentive Plan Drive Customers Away?

Does Your Sales Incentive Plan Drive Customers Away? | Customer Centric Insights for Sales Teams | Scoop.it
The Sales Management Association's insight:

This Sales Benchmark Index blog ties a business' sales incentive compensation practices to their customer's satisfaction ratings. Specifically, the author explains that sales reps should receive incentives for demonstrating strategic, customer-focused behaviors that improve the buying experience.

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

3 Cs of Cross-Selling: How You Can Satisfy Customers AND Drive ...

3 Cs of Cross-Selling: How You Can Satisfy Customers AND Drive ... | Customer Centric Insights for Sales Teams | Scoop.it
In a low growth economy, many companies understand that one of the best way to grow revenues is by selling more goods and services to existing customers. At the core of this strategy is 'customer focus' – providing better ...
The Sales Management Association's insight:

This Customer Management iQ blog posting focuses on building in sales organizations a focus on customer relationships versus transactions. The author hilights technological capability, cooperation, and coordination within the business as key elements in driving customer centricity - and provides useful insight related to all 3 components.

more...
No comment yet.
Rescooped by The Sales Management Association from Social Media Article Sharing
Scoop.it!

The First Mile: The Broken Link of Social Media Customer Service | Social Media Today

The First Mile: The Broken Link of Social Media Customer Service | Social Media Today | Customer Centric Insights for Sales Teams | Scoop.it
For all that social media is doing to change business for the better, it’s not yet enough. Interview any executive and ask them what their priority business goals are for 2013 and I’m sure you’ll see some element of customer-centricity on the list.

Via Alan Horton
The Sales Management Association's insight:

Th firsis is the firstt of a two-part SocialMedia Today blog post on social media's role in fostering a customer-centric business. This resource provides very useful insight on how to leverage social networks to better understand serve customers or clientelle.

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

Being Customer Centric is Not About Being Nice!

Being Customer Centric is Not About Being Nice! | Customer Centric Insights for Sales Teams | Scoop.it
Customer centric selling is about being concerned about your prospects business operation, not about being nice!
The Sales Management Association's insight:

This blog post from Jill Konrath poignantly emphasizes the importance of expertise, preparedness and customer knowledge over 'being nice' for customer-centricity. She provides useful insight and in a very engaging manner.

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

Is Customer-Centric Selling Dead? | Smart Selling Tools Blog

Is Customer-Centric Selling Dead? | Smart Selling Tools Blog | Customer Centric Insights for Sales Teams | Scoop.it
Customer-centric selling is based on the principle that reps must play a critical role in helping prospects discover and quantify their problems.
The Sales Management Association's insight:

This Smart Selling Tools blog post emphasizes the necessity of maximizing the amount of time sales reps spend talking with customers. He discusses an efficiency-centered approach that enables sales teams to allocate time spent resourcefully to maximize interaction with - and understanding of - one's customer base.

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

The Most Important Information You Need to Know About Your Customers | #b2bsales

The Most Important Information You Need to Know About Your Customers | #b2bsales | Customer Centric Insights for Sales Teams | Scoop.it
The Sales Management Association's insight:

This InsideView posting on B2B sales explains the importance of customer intelligence in optimizing sales performance - and provides useful means for developing and then leveraging this 'intelligence' effectively.

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

Building a Customer-Centric Sales Funnel | OpenView Labs

Building a Customer-Centric Sales Funnel | OpenView Labs | Customer Centric Insights for Sales Teams | Scoop.it
B2B sales and marketing expert Bob Apollo provides his own surprising take on the sales vs. marketing debate and provides 3 steps to building a customer-centric sales funnel.
The Sales Management Association's insight:

This article presents a detailed framework for building a sales funnel focused primarily on one's customers. The author illustrates 3 potential strategies for doing this effectively, and also iterates the importance of sales and marketing alignment to achieve true customer-centricity.

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

Growth Driver #3 - Sell the Way Customers Buy

Growth Driver #3 - Sell the Way Customers Buy | Customer Centric Insights for Sales Teams | Scoop.it
Failure to sell consistently the way customers buy risks losing the sale after substantial investment at worst, and at best, significantly lengthens the sales cycle. Consistent utilization of sales...
The Sales Management Association's insight:

This blog, published by Evergreen Growth Advisors, emphasizes the need for businesses' sales processes to  effectively align with customers' buying processes. A key notion the author hilights is the importance of adopting a customer-centric selling process to sufficiently demonstrate value in today's market.

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

Four Cornerstones of “The Customer Expectations Bill of Rights” - AchieveGlobal's blog

Four Cornerstones of “The Customer Expectations Bill of Rights” - AchieveGlobal's blog | Customer Centric Insights for Sales Teams | Scoop.it
By Sharon Daniels There are some things that transcend differences of time and place.
The Sales Management Association's insight:

In this AchieveGlobal blog piece, the author outlines what customers want (and expect) in their sales and support service interactions. Moreover, she details effective strategies business can leverage to optimize customer interactions and grow brand loyalty.

more...
No comment yet.
Scooped by The Sales Management Association
Scoop.it!

What is Customer Value? A Customer-Centric View | CustomerThink

What is Customer Value? A Customer-Centric View | CustomerThink | Customer Centric Insights for Sales Teams | Scoop.it
The Sales Management Association's insight:

This CustomerThink blog showcases to readers the key discrepancies between salespersons' and customers' perceptions of 'customer value.' The author also goes on to present strategies for sales professionals on co-creating value - and thus sustaining relationships - with customers. 

more...
No comment yet.