In Strategic Selling, defect or failure results not from what you know, but about what you don’t know. The Titanic was not sunk by what they knew or could see. It was sunk by what they didn’t know or couldn’t see. So, it is of critical importance that we build diagnostic tools or “models” to help us discover what we don’t know about an opportunity or a client relationship.
All too often, I see salespeople waiting for someone else to check, analyze, review or inspect their work. What’s this all about? Do you really need someone else to watch over you to inform you that your pipeline is more like a pipe dream?
Earlier this year, my partners and I were asked to lead a panel discussion on this topic for an audience of 120 C-level executives. Our research, which includes direct client interactions, Voice of the Customer and Net Promoter Score surveys all indicate that INNOVATION is the #1 desire of end-user customers.
Is activity the real key performance indicator driving your sales teams to success? Let’s break it down. Here is the basic equation you should use to measure your pipeline effectiveness...
My meeting today is with Joe Minor. I don’t know Joe, except for the fact that he has elevated himself to chairman of an organization.
One common question that I'm asked is ... "how does new revenue growth result from achieving high NPS scores?" The fact is that Net Promoter leaders on average grew at more than twice the rate of their competitors.
"A 5% increase in client retention can increase a company’s profitability by 25-95%." This may sound liked a bold statement, but let’s breakdown why committing to Net Promoter Surveys drive the client retention process.
Achieving a Best of Print and Digital Award provides the winners with some bragging rights and real credibility because the award is based upon customer feedback answering one simple question: "What is the likelihood that you would recommend XXX Company to a friend or colleague?" Previous winners have leveraged the award to boost their credibility with new prospects and existing customers to increase sales. Earning "best of" also helped them improve employee morale, talent acquisition and employee retention.
Attracting new customers will cost your company 5x more than keeping an existing customer, so it's important to take advantage of gaining share of wallet with your existing customers. At Butler Street, we use and teach Key Account Management to add focus and process to identifying growth opportunities and advancing relationships.
Companies and marketing organizations frequently conduct Customer Satisfaction Surveys to gain data on relationships to determine their customers’ purchase decisions. Unfortunately, the results gathered from these surveys are, in reality, NOT a clear indicator of customer relationships or customer intentions.
Statistics and common sense tells us that it is easier to gain business from an existing customer than gain a new customer. This fact becomes even more top-of-mind at this time, when year-end is coming on quickly. How are you going to make your number?