Babette Ten Haken

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You are here: Home / Archives for Buyers

Why your Upselling Strategy does not make sense

June 27, 2016 by Babette Ten Haken Leave a Comment

Upselling strategy involves a technique used in sales for convincing the customer to increase the size of their original purchase. The seller offers buyers an array of upgrades, add-ons and expensive bells and whistles. If this sounds like a sleazy sales technique, you are right. Why? Because we have all been on the receiving end… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention Tagged With: Buyers, upselling, upselling strategy

Linear Selling doesn’t Align

March 27, 2015 by Babette Ten Haken Leave a Comment

Your linear selling strategy keeps you from aligning with your buyer’s decision-making processes. Your buyers simply don’t buy in a straight line, orderly manner. You know it. I know it too. Yet there you are, like that greyhound perpetually chasing that rabbit in circles around the race track. You never quite catch that rabbit, do… [Continue Reading]

Filed Under: Collaboration And Convergence, Human Capital & Industrial IoT Workforce Tagged With: Buyers, buying committee, linear selling, selling

Customer Development yields Customer Retention

February 18, 2015 by Babette Ten Haken Leave a Comment

Customer development involves all the activities you engage in which grow your customer from a skeptical buyer into a loyal and retained client. Once you close the sale, how much attention do you really pay to your customers? Customer development is a continuous customer improvement process. If your small to medium size business or startup only… [Continue Reading]

Filed Under: Collaboration And Convergence, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: Buyers, continuous customer development, customer, customer development, customer retention

3 Tips – Shared Knowledge creates Value

December 23, 2014 by Babette Ten Haken Leave a Comment

Shared knowledge creates value. This is your new mantra. If you share knowledge, you create value. Seems obvious, doesn’t it? We all search for ways to keep ourselves and our brand at the top of our buyers’ minds. We want to stay in touch, but not appear tacky, self-serving or needy. Yet so many of… [Continue Reading]

Filed Under: Collaboration And Convergence, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: business, Buyers, sales, shared knowledge creates value

Become a Sales Braniac

June 10, 2014 by Babette Ten Haken Leave a Comment

Are you a Sales Braniac?  Today’s buyers and decision makers are not looking for more information. They can easily access this online. Today’s buyers and decision makers are looking for relevant and valuable insight. That means moving yourself out of order-taker mindset. Dare to become a sales braniac! How many of these habits do you… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Professional Development Tagged With: Buyers, collaborate, decision makers, sales braniac

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