Customer Experience News & Trends

Ken Dooley

Ken DooleyKen joined Prentice-Hall as an assistant editor and later became editor-in-chief of a P-H division. During this period, the division became the largest in the business periodical field. He left Prentice-Hall to form the Institute For Management (IFM) in Old Saybrook, CT. After selling IFM, he founded Madison Productions, a film company producing management and motivational films, including Commitment to Excellence, the story of Vince Lombardi and the Green Bay Packers, and Dedication and Desire, the story of Red Auerbach and the Boston Celtics.
He wrote and directed more than 85 films for all levels of management. He teamed with Auerbach to write Management by Auerbach, a critically acclaimed book that turned Auerbach’s winning philosophy into business principles.
In addition, Ken has written dozens of management books during his career.
He joined Progressive Business Publications in 1998, and for the past 15 years has written The Selling Advantage, a publication dedicated to the selling professional.
He has also written dozens of Executive Report white papers for all levels of sales and marketing professionals.
In his spare time, Ken is a playwright and recently wrote The Murder Trial of John Gordon, which resulted in a man who had been executed in 1845 receiving a pardon from Gov. Lincoln Chafee (I-RI). His recent play, The Auerbach Dynasty, helped Jeff Gill, the Boston actor who played Red Auerbach, earn a best actor award for in 2012.


5 ways to build trust with customers

Customers often prefer to deal with a handful of companies – their “preferred suppliers” – because it’s easier then juggling many.  But to become “preferred” you need to develop trust with customers over time. Here’s how.

5 tips for writing more effective sales messages

Some people who have no problem communicating with prospects face to face or on the telephone run into problems when writing – whether it’s in an email, a blog or part of a social media post. 

Ways to tell stories that turn prospects into customers

Many sales presentations are boring, banal and inert. These offensive qualities are troublesome for today’s busy prospects who may have short attention spans.

Why your salespeople need a kick in the pants

“You may not realize it when it happens, but a kick in the pants may be the best thing in the world for you.” Walt Disney wasn’t necessarily talking to salespeople when he made that statement, but it’s a good message for them. 

Solve customer problems and make more sales

The best salespeople don’t try to solve problems for customers. Instead, they solve problems with customers. 

6 tips to follow before a negotiation begins

How can you expect to get to “yes” in negotiations if you haven’t gotten to “yes” with yourself prior to the negotiation? Saying “yes” to yourself with compassion has to come before negotiating with customers. 

4 ways to find out what your customers want

Some businesses base their selling efforts on guesswork and intuition. But those who are the most successful develop in-depth knowledge about customers and tailor their selling efforts to address customers’ needs and goals. 

Proven strategies to create long-term customer relationships, loyalty

Successful companies spend time with their customers beyond the initial purchasing transaction, providing value and building engagement and alignment. They continue to learn what their customers need after closing the initial sale. 

When a customer rejects you: 6 steps to rebound

Rejection is a big part of every salesperson’s life. And salespeople who are rejected more than most tend to be more successful than most. 

How to use stories to captivate, convince and inspire customers

Nothing opens relationships or creates bonds with a customer faster than engaging stories. The most effective stories connect with the customer’s emotions and needs. They are told in a conversational speaking style, using short sentences and language that is easy to understand.