Tag Archives: success

The Effect of Poor Customer Service and What to Do About It

Receive Your Complimentary White Paper NOW! w_come85c

Although we all know that bad customer service hurts a business, this fact is made much more realistic and understandable by the monetary loss a business suffers from poor customer service. US enterprises lose an estimated $83 billion as a result of poor customer service. Could your business be suffering and losing money because of your customer service?

This new white paper details the scary real world figures that poor customer service causes but we also present detailed steps for you to carry out that will help improve your customer service and keep your customers happy.
Read on to discover:

  • Myths of customer service
  • Up-to-date data on how and why customers are affected by customer service
  • How to use channels, technology, and other strategic choices to improve your customer service

Offered Free by: Compare Business Products

 

From The SalesJournal Store: The Seven Things Your Team Needs to Hear You Say

People who lead teams often get so busy that they lose focus and struggle with the dynamics of the personalities and talents they manage. David Dye’s book, The Seven Things is a well-written, SMART, and genuinely helpful resource.

– Mary C. Kelly

Productive, energized, and innovative teams are critical to your success. In The Seven SJPThings Your Team Needs to Hear You Say, author David M. Dye shares practical and encouraging tools you can use to cultivate engaged, responsible, and results-oriented teams. Whether you’re a new frontline leader, a small business owner, or a veteran manager, The Seven Things Your Team Needs to Hear You Say will inspire you to inspire your team. You don’t need buckets of charisma – they just need to hear you say these seven things.

Buy It Now!

5 Steps to Summer Pipeline Building

 By: Ken Thoreson (SalesGravy.com)

What kinds of programs or activity are you launching in the next 30 days to make sure your summer is busy? SJP

I have simply built a list to help you think through your options, and I would like our readers to certainly add their thoughts and ideas as well.  Let’s all work together to ensure mutual success.

1.    Hunt your customer base: hold Customer Appreciate events, make sure your have a plan to contact each customer and offer additional products/services.

2.    Ask your vendors for idea’s and find out what other organizations are using to increase activity

3.    Schedule events for regional access; if you cover a large area or even a single city, schedule morning events in two separate areas, one day apart.   One might be on the North side of your city, the second in the South-as an example. As you prospect, make sure prospects know of both events-makes it easy for them to attend.

4.    Buy a new database and create a fun mailing and use over-sized post cards.

5.    Have each salesperson block a minimum of two hours a week to prospect fresh opportunities.

These are just a few to start the dialogue; the key is to make it happen-Now!

What are your ideas?

4 Fixes for Flimsy Sales Forecasts

By Dan McDade (SMM Sales & Marketing Management)

Sales forecasts impact much more than sales management – they have a direct bearing on overall performance, marketing and sales budgets, and planning for service and product delivery, to name a few.

SJPToo often, flimsy sales forecasts increase risk in all those areas. In this context, forecasts are flimsy when they are inaccurate, lack visibility or fail to deliver the right number of correctly qualified leads needed to support target numbers.

Fortunately, there are four clear fixes that make sales forecasts more accurate and robust.      […Continue Reading…]

Empowering the Sales Conversation

 By SimplyDIRECT Blog

Here’s a frightening statistic for B2B marketers:  90%of the content produced by marketing is NOT used by sales.[i]  For all of our focus on carefully crafted messaging, we have largely missed the mark.

Forrester’s Laura Ramos recently blogged about this startling statistic from the AMA, noting that as marketers, we need to do a better job of helping sales truly own the messaging we create.  As she says, “It’s about creating content that can play dual roles: attracting and educating buyers while giving sales a deeper understanding about what’s attracting their prospect’s attention in the first place.”

Yet, in our zeal to craft key messages for prospective buyers, it seems we’ve largely neglected that other vital audience: our sales team.  This little oversight is borne out by another revealing AMA statistic: Salespeople spend 30 hours a month searching for and creating their own selling materials.[ii]

Clearly, simply providing good content doesn’t suffice. Rather, the salient question is: how can we enable sales to engage in more powerful conversations with prospective buyers?

Speak with sales.SJP

Given the statistics cited above, the natural place to begin is by crossing the departmental divide to engage in open and honest dialogue with sales regarding their needs and how our content is falling short in meeting them.  No matter how brilliant our content might be for the end buyer, if sales isn’t finding it useful, it’s a wasted effort.  Central to marketing’s role is the ability to communicate value – if our own sales teams aren’t “getting it,” we need to adjust and determine how to work with them in a more effective manner.  We cannot assume that they know how to use our content.  Sales must be a key audience.

[…Continue Reading…]

9 Results You Can Expect From Sales Onboarding

By Lee B. Salz (The Sales Management Minute)

Wondering if investing in sales onboarding is worth it? Learn the 9 results of sales onboarding in this episode of the Sales Management Minute and the answer is clear. SJP

There’s a lot of buzz today around sales onboarding and sales enablement. You may be wondering if sales onboarding should be on your executive team’s priority list of corporate initiatives. Here are nine reasons why it belongs high on your list.

 

Stop The Compliments and Show Me Some Gratitude

By Lolly Daskal (Lead From Within)

There are two kinds of leaders:

Those who withhold gratitude, which we know is not good.

And then there are those who say “Thank you! Great job! Way to go! We did it!!

But the truth those words leave the person or people receiving the complete usually hollow. SJP

Don’t get me wrong.

Compliments are nice, but they are fleeting moments where good intentions do not last.

Many of us mistake compliments for gratitude.

So what is the difference?

[…Continue Reading…]