Why Customer Centricity Will Win You More Business (in 2020)

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Customer centricity is a buzzword you can hardly escape these days. But, despite so much talk, few companies actually understand how to keep their customer focus sharp and, more importantly, why this area is worth more attention. So let’s dig into the matter and take a look at some great customer centricity examples, illustrating why this practice cannot be ignored in 2020. What is Customer Centricity? Why Customer Centricity is Important in 2020 (and Beyond).

2020 61

How to Set Up a Winning Customer Success Program

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The customer success movement is getting stronger year over year. In 2019, 83% of Customer Success teams increased in size. This year, even more organizations plan to invest in new customer success management programs to ramp up their service levels. But what does customer success mean? What is Customer Success. In short, it’s the way you ensure that your customers are getting the most value they can out of your products and services.

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Sales pitch strategy

The Presenter's Blog

Match your character to the customer. When this occurs they become more inclined to give credibility to the presenter’s sales message. Persona is the technique of deciding which personal or professional characteristics will give you the most connection to the customer audience. Successful sales presentations amplify similarity, while minimising difference. Let’s take a ten second case-study: Imagine you are the Sales Director of an IT company.

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Sales presentation outline

The Presenter's Blog

Here are eight ideas for creating a sales presentation outline that targets your sales message onto this specific customer, in this specific moment. No two customers are alike, so time spent customizing your outline will infinitely raise your chances of success. Link to the sales cycle. What stage of their buying cycle is the customer currently in? Early in the sales cycle: Address broad issues. Late in the sales cycle: Reassurance.

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Sales presentation strategy

The Presenter's Blog

What is your primary goal in making a sales presentation? So why do so many sales-presenters try to conceal the fact? Do your sales presentations open with phrases such as: “Your success is important to us, and we’re going to look at how our products can help you be even more successful.” To be after the customer’s cash is sleazy and liable to make them doubt your credibility. You’re there to sell and the customer is there to buy.

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Sales arguments that build presentations

The Presenter's Blog

At the core of a sales presentation are logical arguments that lay out why your product benefits the customer. Those sales arguments need the force of mathematical logic. Their sales argument is: “Successful SME’s value our tax advice, If you’re a successful SME. The sales message is being laid-on with a trowel and I resent being treated like a child. They attempt to do all the thinking for the customer, and in the process treat them as idiots.

Sales 158

Super power your email sales

SpeakerSue Says...

Here’s how: •Boost customer-centricity. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711). Your zoom calls were remarkable this week. You built rapport and trust, engaged your buyer with your awesome facilitation skills and asked smart questions. They want more! <Insert

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How Customer Experience can Make Your Brand Successful

SlideModel

It is not only the quality of the product or service that matters but how customers perceive a business and if the expectations of the customers are met. This all has a lot to do with what is called Customer Experience (CX). In fact many experts now believe that Customer Experience is as important as the brand itself. Understanding Customer Experience (CX). The Customer Journey. The customer journey is a very important aspect of customer experience.

Your Sales Cadence Made Easy

SpeakerSue Says...

Years ago there was a great book called The Challenger Sale (Matthew Dixon & Brent Anderson). So about that sales cadence… It needs to be based on (see above) great advice, new ideas, innovation, creativity and smart insights. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. You have a great product. But that doesn’t mean anyone will be persuaded to respond to your prospecting efforts.

Sales 40

Sales presentations: Understatement makes a great big statement

The Presenter's Blog

How would you react when you heard that British sales statement? It’s a challenge faced by sales presenters. Here are some examples of Litotes forms that you might use in a sales presentation: Litotes sales statement: Perceived by customer as: “We’re not the smallest X in the business”. “We In terms of sales presentation structure, this isn’t a technique to either lead with or finish on. “Brits aren’t the most uncivilised people in the World.”.

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Sales Professionals as Industry Leaders

SpeakerSue Says...

If anyone is going to lead the hospitality industry forward, it’s going to be sales people. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711). Hear me out. Too many “leaders” are pretty leaderless today.

2020 40

Focusing on the wrong things means sales – and customers – lost

SpeakerSue Says...

Focus on the customer. Become your customer. Care for your customer. Or, watch your customers choose other providers who do. Communicate so your customers know you are focused on their success and happiness more than on your own (sale, product, service). Looking for a speaker for your next sales meeting or conference? My male dog, BC, had a “hot spot” that I allowed him to lick (because really would you want to wear one of those collars of shame?).

2019 43

Sales Pitches that Snap, Crackle n’ Pop

Manner of Speaking

“When you make a sales pitch, you are not there to close a deal; you are there to open a relationship.” ” That one sentence captures the essence of a great book on sales: Sales Pitches that Snap, Crackle ‘n Pop by Jack Vincent. Vincent has been in sales and marketing for most of his career. But Vincent didn’t choose the phrase for nostalgic reasons; to the contrary, each part of the phrase is relevant for a successful sales pitch.

Sales 172

Social media presenting sales

The Presenter's Blog

The fields of social media, sales, and public speaking, can all benefit when they work together. Sales meanwhile, are never afraid to ask for the business. Professional sales people maintain sight of how the product fits to the customer’s needs, and through that understanding develop the unique customer insights that lead to value. They also understand that for every customer journey, there must be an end-point; the sale.

How Voice of the Customer Concept Can Boost Sales and Revenue

SlideModel

Many small businesses continue to grow as a result of customer satisfaction, whereas many large organizations can decline when they fail to account for the voice of their customers. In order to understand the needs of customers, businesses can focus on Voice of the customer. What is Voice of the Customer (VoC). VoC is essentially a market research technique for understanding customer needs, preferences and expectations. Customer Surveys.

2019 40

Can’t buy me love, love: How to Win New Customers & Keep the Ones You Have

SpeakerSue Says...

Now that sales people can’t buy relationships anymore – no more expense account lunches, no more lavish (reciprocity building) simple to off-the-charts entertainment – what is the plan to gain and keep customers? Pay attention A sales training company rep called to see if I wanted to partner with them. Slowing the sales process down (which is critical) doesn’t necessarily mean amping up the buddy talk.

2020 40

Analogy: emotionally powering your sales logic

The Presenter's Blog

Analogy is to a sales presentation what 3D surround sound is to a movie. Immediately anybody hearing the analogy will get not just the impression of a pick-and-mix array of offerings, but also a powerful impression of the type of customer that would be attracted to the service. It’s quite possible therefore that customers preferring to order a la carte would be put-off by the analogy. This is the final point about analogies in sales presentations. by Peter Watts.

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Does Delighting Customers Really Drive Sales?

SpeakerSue Says...

Is it possible to truly delight customers? Developed from the HBR article, “ Stop Trying to Delight Your Customers” , it actually recommends that you should delight them. Delighting today’s customer means making their life easy, being efficient (or if you’re dealing with a socializer-type personality, being social – and knowing the difference), and creating an effortless buying experience. Can you truly delight your customers?

2014 46

Write an email that improves CX and drives repeat business

SpeakerSue Says...

It has never been more important to the customer experience, repeat business and smart business to: Communicate, Communicate. This customer service message provides none of that. Take care of your customers and they’ll love you for life. Your customers’ happiness is not secondary. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. First, a moment of silence.

2020 40

Perfect Your Sales Presentation to Win in a Down Market

DeFinis Communications

Today’s sales environment is like navigating a 60-foot sailboat in a thunderstorm. While buyers may be interested in your products and services, budgets are tight, which leaves only the promise of a future sale. Enter the Sales Presentation. The sales presentation can be the entry point, the turning point or the culminating event of the sales process. In fact, sales presentations are not just “high stakes” anymore; they are “extreme stakes.”

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The Sales Myth: Delighting Customers Converts Leads

SpeakerSue Says...

If you sell luxury products, it’s likely that you want to delight your customers. Too many salespeople misunderstand the directive and think they need to concede more and lower prices so that they don’t have to say no to their valued customer/client/guest. Do you focus on the selling experience or the customer’s buying experience? Do you try to trick them into advancing to the next step with out dated sales strategies (Benjamin Franklin close anyone?!)

2014 40

Your Customer’s Experience in a Digital World

SpeakerSue Says...

Elevating the customer experience (not customer satisfaction scores, btw) is THE area you can count on to generate delight and increase profits. Finally, every presentation I deliver is customized for your team, brand and needs so if you’re looking for practical, fun sales training, please email or call: +1-480-575-9711. You can count on fresh content to boost your sales success. It was such a small thing.

2019 43

Why applying psychology to sales messaging accelerates results

SpeakerSue Says...

The ability to imagine a positive experience is key to elevating buyer confidence – and advancing your sale. By updating your messaging and applying smart, authentic, proven psychology principles, you can count on sky-rocketing results and make buying easier and more satisfying for your customer too. Are you looking for fresh, modern ideas to boost success at your next sales meeting or conference?

2020 40

Fast vs slow: How your email changes the customer experience & drives revenue

SpeakerSue Says...

” It doesn’t take a genius to see the sweet spot: A quick yet thoughtful solution provides the best customer experience and the best chance of gaining business. But as much as most clients want quick and perfect, QUICK seems to win the customer experience. Give them the customer experience they demand by immediately letting them know when they will get a complete response. Are you looking for fresh, modern ideas to boost success at your next sales meeting or conference?

2019 40

30 60 90 Day Plan: A Strategic Approach to Create New Sales Territories

SketchBubble

There is an endless world of prospect customers for the sales organizations, which can be both a challenge and an opportunity. From this large pool, identifying and reaching out to the right customers and serving their needs is quite challenging.

2020 62

Increase Sales with this One Easy Tip

SpeakerSue Says...

If they don’t like you, you’re losing sales because really they don’t need you. So if you’re going to boost sales, they have to feel differently about themselves when they deal with you. The more they like you and how they feel dealing with you, the more you’ll increase sales. Finally, every presentation I deliver is customized for your team, brand and needs so if you’re looking for practical, fun sales training, please email or call: +1-480-575-9711.

Sales 43

Your Sales Cycle Has Changed. Have You?

SpeakerSue Says...

“57% of the purchase decision is complete before a customer even calls a supplier.” (CEB). If your words don’t communicate care, excitement and alignment, the new sales cycle will work against you. But when communicating virtually to customers who pretty much control the sales cycle, it’s more about making their buying experience smart, safe and simple. When you make them feel comfortable and confident, you gain trust and enjoy sales success.

Sales 46

The Keys to Closing More Business with Ron Karr

Speaker Launcher

For 36+ years, Ron Karr has excelled at sales and leadership positions, for which he is recognized as the leading “Sales Success Expert” […]. The Wealthy Speaker Podcast business sales Customer Engagement customer service Jane Atkinson Ron Karr speaking business speaking business strategies speaking strategy velocity mindsetAre you a good closer? It’s not everyone’s superpower, some are fantastic, and others struggle with it.

2020 63

How to Design Better Sales Funnels

SlideModel

That’s where a sales funnel (sometimes called a sales pipeline) comes into play. Exactly What is a Sales Funnel? Put simply, a sales funnel is a process through which companies lead their targeted customers to a purchase. The visual depiction of a funnel is the best way to describe this process – a lot of potential customers enter at the top of the funnel, and that number decreases as they are moved through the sales process.

2019 42

The Impact of Public Speaking on Top Sales Performance

DeFinis Communications

Over the last few weeks I’ve been engaged in discussions with a number of talented and experienced sales professionals. Our conversations have focused on various aspects of the sales process including: establishing credibility, understanding customer needs, reviewing various options and recommending a solution. No matter where you are in the sales process, strong communication skills including exceptional presentation skills are critical for success.

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How to Close a Sale

Presentation Guru

What are the communications secrets of a sale? How can you size up a potential customer, develop a fast and durable relationship, and close the sale? Nick has written the following steps that will ensure a win for you (almost) every time. … Build Your Skills Understand your Audience Being Authentic credibility featured Persuasion Selling

2017 57

Create a product catalog with custom layouts

PowerPoint Tips

Sales reps can use PowerPoint to create a product catalog that they bring to potential customers. From the point of view of the Sales Manager, PowerPoint product catalogs ensure that the catalog always looks professionally laid out and the content is always up to date. You accomplish this with a custom layout. A custom layout creates a framework to the slide’s layout. Create a custom layout in PowerPoint 2007 and 2010. Choosing the custom layout.

How (and Why) to Tell Killer Sales Stories

Duarte Blog

There’s a scene in the British comedy Cemetery Junction that I love because I think it’s a perfect representation of the power of sales stories and storytelling in sales. The more seasoned salesman, he approaches the pitch from a sales storytelling angle. This movie scene seems far-fetched, but it’s actually an accurate depiction of just how key sales stories are. When You Should Use Sales Stories. Use Sales Stories to Handle Objections.

2017 57

5 Ways to Keep Your Sales Team Focused on Improving their Presentation Skills

DeFinis Communications

Last week I received a call from a sales manager whose team we worked with last year. While this is certainly frustrating for the sales manager, it is understandable. He’s invested time and money to train them, and he knows they have aptitude and skills to deliver successful presentations to their customers. So what can a sales manager do to stir things up, enlist everyone’s commitment, and keep the team motivated so they can perform at a high level?

2014 172

How to write emails that actually get results

SpeakerSue Says...

Are you developing new business, engaging past clients, advancing the sale and converting business to closed, profitable, delighted customers? It doesn’t matter because your “customers” pay you directly or indirectly. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. Email is more important than ever.

2020 48

Are you irreverent enough to advance the sale?

SpeakerSue Says...

Create on-brand experiences by focusing on the emotions you want customers to feel while, and after, reading your email. Then, focus on positive, personable, approachable and vibrant word choices to advance the sale. For information on a customized email sales writing workshop for your group, please email Sue@SpeakerSue.com or complete our quick Interest form to check Sue’s availability.

Sales 40

Using LinkedIn to Fill Your Sales Funnel with Jennifer Darling

Speaker Launcher

How do you fill your sales funnel? The post Using LinkedIn to Fill Your Sales Funnel with Jennifer Darling appeared first on Jane Atkinson. How do you fill your sales funnel? If you have not tapped into the power of LinkedIn to fill our sales funnel, then you are definitely going to want to listen to this episode of The Wealthy Speaker Podcast and our special guest, Jennifer Darling. Are you using LinkedIn to fill your sales funnel?

5 Ways to Keep Your Sales Team Focused on Improving their Presentation Skills

DeFinis Communications

Last week I received a call from a sales manager whose team we worked with last year. While this is certainly frustrating for the sales manager, it is understandable. He’s invested time and money to train them, and he knows they have aptitude and skills to deliver successful presentations to their customers. So what can a sales manager do to stir things up, enlist everyone’s commitment, and keep the team motivated so they can perform at a high level?

2015 130

Create Your Future One Email at a Time

SpeakerSue Says...

To pass people off from one department to another (sales to catering?) To not make more work for the customer. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711). I see so much bad selling behavior.

2020 48

Blog Carnival Today! Sales Coaching: Top Tips for Increased Productivity

DeFinis Communications

Today’s offering features top bloggers in their fields who offer timely and thought-provoking tips on every aspect of sales coaching. Whether you’re a sales manager or a salesperson, the information presented by the expert bloggers in our Blog Carnival will broaden your understanding of this important topic. The Secret to Sales Productivity: Customer Data. The most productive sales people are those with the most current, accurate customer data.

2011 169

Customizing Your Presentation

Communication Steroids

Skip to content Follow: RSS Twitter Home About Contact Us Current Programs Inner Circle Newsletter Products 20 Presentation Skills That Kill: Audio CDSeminar Social Media and Public Relations: Audio Task Oriented Teams: Audio CDSeminar What We Do Customizing Your Presentation by Tim 'Gonzo' Gordon on March 22, 2010 Should you customize all of your presentations?

Using Your Selling Systems to Convert Sales

Speaker Launcher

Many moons ago when I was working as an agent for speakers, I developed my own customized system for selling. The post Using Your Selling Systems to Convert Sales appeared first on Jane Atkinson. From the moment I connected with a prospective client, I documented the process and often, after a number of communications via phone, email, and mail, I would convert the prospect into a buyer. What are […].

2018 56

Interview: Kurt Shaver – Sales Trainer

Ian Griffin - Professionally Speaking

Kurt Shaver delivers high-impact sales training and consulting to companies seeking increased production from their sales force. Consulting includes areas such as sales systems (CRM) implementation and effective compensation plans. Kurt Shaver delivers high-impact sales training and consulting to companies seeking increased production from their sales force. Consulting includes areas such as sales systems (CRM) implementation and effective compensation plans.