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.


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. 

Ways to use persistence to regain lost customers

When people don’t have sufficient persistence, they take rejection personally. They become hesitant to get in front of another potential customer because the pain of potential rejection is too great to run the risk. 

The No. 1 question you must be able to answer for customers

If your salespeople can’t answer this question, prospects and customers may either demand the lowest price or buy from someone else.

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8 steps to closing any customer

Sales is not mystical or mysterious. It follows a logical progression. 

10 proven strategies to connect with customers before, during & after they buy

It’s critical to spend time with customers beyond the initial transaction, providing value and building engagement and alignment. 

Provide winning sales presentations to customers: 6 tips

Some salespeople are convinced that the most important part of a sales call is the opening. “The first 60 seconds make or break the sale,” they seem to think. 

Ways to break through customer resistance

While it’s important to keep showing up, and offering ideas and information to prospects/customers, there is a line between being persistent and being a nuisance. The difference between being persistent and a nuisance lies in the content of your communication.