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Customer Centric Selling: The #1 B2B Sales and Marketing Trend in 2017
“The purpose of any business is to create and keep a customer”—Theodore Levitt Customer-Centric Businesses Will Win Customer centricity started in the 60s with direct marketing. Since then, the omnipresence of the Internet has increased opportunities for companies and customers to interact. Customers became more connected and empowered and their expectations rose. At the same time, they turned into the main force driving the success (and failure) of businesses. For instance, it’s now easy for prospects to learn about your products from their peers. Online reviews, LinkedIn discussions and tweets are all at their fingertips. As a result, organizations that have a laser-like focus on delivering exceptional customer experiences will be tomorrow’s winners. They will align their operations with market needs so they can build products and offer services customers love, deliver them with ease and provide seamless support. In doing so, they will build enduring relationships.
The Traits and Habits of Successful Business Development Pros
Having worked with hundreds of business development professionals, I’ve noticed that those who generate the lion’s share of revenues share certain habits and traits. The top sales people: Are Not Too Extraverted or IntrovertedContrary to popular opinion, the extroverted, talkative business development rep does not always rise to the top. Instead, according to a study published in Psychological Science, it’s the ambiverts— those who cluster in the middle of the introvert to extrovert spectrum — who close the most sales. They are comfortable enough with other people to engage with them but do not feel the need to dominate conversations. Because they are curious about others, they naturally ask questions and listen to the answers.
How to Turn Customer Support Calls into Revenue
The Focus on Customer Acquisition If you ever call a company’s customer support department and then call their sales department, you’ll likely notice a difference in the level of service you receive in each situation. Frequently, it seems you are more liable to spend time on hold when you are seeking service than when you are calling to make a purchase. That’s a sad statement on how many companies perceive the value of existing versus new customers. They place more emphasis on bringing new clients into the fold than on retaining and growing existing accounts. An eye-opening Gallup study revealed that 71% of B2B customers are either indifferent or actively disengaged with their vendors. In other words, they are likely to end the relationship at any time. Perhaps there’s good reason for this. The vendor has also disengaged from these customers. While companies risk losing these customers, they can achieve…
You purchased a list, and John Smith is now in your database. He has not, however, expressed to your company any interest in your products or services. As such, he falls into the category of “suspect.” A call to John is cold. And, understandably, whether they are the initiator or recipient of such a call, most people prefer not to engage in this activity. Luckily, today you can use LinkedIn to warm up the call and make the experience more pleasant and fruitful to both parties. Here are some tips to get started.

How to Build Rapport on a B2B Sales Call

Written by Wednesday, 23 November 2016 00:00
How to Build Rapport on a B2B Sales Call
Seven seconds. That’s how quickly busy executives can form an impression about you and the reason for your call. For you, it’s the difference between a successful B2B sales call and a hang up. If you’re cold calling and connect with a decision maker, and don’t want to be left listening to the dial tone, you’ll make every second—and every sentence—count. Open your call with a powerful, succinct message designed to intrigue and hint at the value you have to share. Professional telemarketing agents will tell you, it’s not the slick pitch that closes the deal. And there’s no magical trick or gimmick to opening doors. Whether you’re inviting executives to your next seminar or scheduling a face-to-face meeting, it all comes down to how you present yourself, the way you set the tone for the call and how effectively you capture a prospect’s interest. This seven-step blueprint will help…