Customer Experience News & Trends

5 hidden factors that hurt revenue

In his book The Sales Growth Imperative, best-selling author David Cichelli says there are five “strategic missteps” that hurt profits/revenue, and that most companies are unaware of the problems:  

Study reveals hidden key to sales efficiency

All veteran sales managers have one thing in common, according to new research.

3 ways to identify high-ROI lead sources

Here are three ways to monitor your sales leads more effectively, and determine which sources provide the most bang for your buck: 

How one company used its intranet to improve, well, everything

Looking to set up an intranet or get some real value from the one you already have? Here’s how one company used its intranet as a path to success.

Your most important sales metric

When hundreds of managers were asked, “How do you select and prioritize the prospects in your pipeline?” the same answer arose time and time again.  

Online subscription marketing: It just might work for you

Following in the footsteps of companies like Netflix, a lot of companies are moving toward an online subscription model that locks customers into monthly rates. 

Answer these 3 questions, and you’ll probably make the sale

In today’s cost-conscious marketplace, very few prospects are willing (or able) to agree to a purchase until they know the answers to these make-or-break questions.  

4 ‘musts’ of a successful sales strategy

Here are four innovative ways to better understand your customers needs, and provide the type of service that leads to more business:  

Getting the most out of every customer: It’s a matter of metrics

All customers may have been created equal, but they don’t have equal value to you. In fact, some may not be worth your time at all.

4 ‘triggers’ that make sales easier

Studies show that prospects who are in the midst of a “sales trigger event” are eight times more likely to agree to buy. So, what’s a sales trigger event? And how do you recognize one?