10 conversations to assess your performance. Sales performance is a complex issue and it is impacted by many interdependent factors. Our discovery© process will systematically asses your current situation and recommend priorities for improved performance. With outside in thinking you can Assess your current situation relative to high performers Focus on the right problems for
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Recently the Aberdeen Group published some research titled “Sales Intelligence: What B2B Sellers Need to Know Before the Call,”. They spoke to buyers in 215 companies (b2b) and captured from them the key requirements they have when engaging with a sales team. It makes interesting reading and seems to reinforce some of the key issues identified
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Results A new sales & reporting process helped the Executive team to get a tighter grip on the business across more than 12 geographical markets. Better customer engagement resulted from account segmentation and consistent account planning across strategic accounts. Regional growth plans and campaign activity identified for smaller accounts. Developed a new strategy for improving
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Whilst most organisations measure customer satisfaction the majority fail to engage their customers and change perceptions. We recently contacted over a hundred customers to ask them about B2B sales and marketing performance. The high performing organisations in our study ALL collected customer experience feedback in a systematic manner. Their client feedback showed that levels of satisfaction
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Focus your transformation activity to minimise costs and deliver results Once you have identified the key issues to address the time has arrived to implement change. There are many approaches available on how you might approach your transformation activities but if you dont, try this. We like the keep the process simple and tackle some
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Data Collection is just not enough for improved results. Many organisations believe that it is enough to complete a customer experience survey and ‘tick the box’. If they have done a survey this is enough. Some feel that by surveying a lot this is especially good. We feel this confidence is misguided. It is more
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Our benchmark study in 2009/10 found that 100% of the ’best’ organisations collected customer feedback where as under half of the ’rest’ did so. Once the programme has been set up and aligned to the key priorities of the organisation it is time to start work listening to customers. So what are the key considerations for an
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There is significant value to be realised from customer retention. Most Business to Business (B2B) organisations are facing the reality of the recent economic downturn. Technology is changing the nature of customer interactions. Growth in social media, mobility and other channels adds complexity to relationship development.Add to this an environment where buyers are more informed
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New research shows the value in Customer Satisfaction activity For the best performing sales and marketing organisations the voice of their customer is vital for shaping future performance, with 100% of them systematically tracking customer feedback. In contrast, only 34% of low performing organisations bother with customer feedback at all, we say they are missing a
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The art of selling is making it easy for a prospect to buy from you. So often we see businesses failing to align their actions to a clients buying needs. They often unsuccessfully push through on a standard sales process rather than tailoring their approach to match the buying approach. This not only reduces the
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