Is your business fostering artificial customer experiences due to reliance on technology as the primary interface for customer conversations? Listening strategies and tools for the voice of the customer can produce skewed insights. Simply because of where, and to whom, your organization is listening. Are customers talking to bots and responding to prompts via digital… [Continue Reading]
Artificial Customer Conversations beget Artificial Customer Experiences
Customer Conversations or Sales Chit Chat?
When’s the last time you had a conversation with your customer? A two-way dialogue, rather than asking a bunch of questions sales training convinced you would inevitably lead into selling and buying mode? Once you transition into those now rather well-known, sales-spiel idiomatic questions (you know what they are, I won’t repeat them in this… [Continue Reading]
8 Tips for Deploying Your Tech Team To Sell
Ever think about letting techies loose with your customers? Learning how collaboration with your technical colleagues can positively impact your sales process and close ratio. After you overcome your reluctance to collaborate with “them,” that is. I’m not advocating grabbing the nearest available engineer and running out ready-fire-aim to talk to a customer. Do some… [Continue Reading]
Selling or Telling?
Do you spend a lot of time rattling off features and benefits to customers and colleagues, thinking they will buy what you are “selling?” Regardless of whether you are a small, mid-sized or startup business, dial in. You may be wasting everyone’s time. Including your own. Last evening, my husband and I strolled the Ann… [Continue Reading]
Engaging Your Eyes and Ears in Sales and Startups
Customer startup conversations. Customer discovery. Sales lead nurturing and management. Call it what you will. I am talking about engaging real live customers. The types of customers who will pay real live money for your products and services. After grants and investor dollars are expired and you actually are in business, for real. Even when… [Continue Reading]
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