Babette Ten Haken

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You are here: Home / Archives for upselling

Why Selling Pressure impedes Service Delivery Quality

April 18, 2019 by Babette Ten Haken Leave a Comment

Adding selling pressure to the functional responsibilities of front line and back end service teams can backfire. First, these teams are not hired, or trained, to sell. Next, these teams may not have time to sell effectively, especially when actively serving customers. In taking my storytelling speaking programs and workshops to organizations and associations like… [Continue Reading]

Filed Under: Customer Experience, Success, Loyalty, Retention, Human Capital & Industrial IoT Workforce Tagged With: banking industry, business models, cross-selling, customer experience, customer service, employee experience, engineering, field service teams, hiring models, human resources, manufacturing, professional development keynote speaker, professional speaker, sales, small business, storytelling for left brain thinkers, Storytelling for STEM professionals, storytelling workshops, technology, upselling, women business owners, women in engineering

Retaining IIoT Customers or just Cross and Upselling Them?

October 19, 2017 by Babette Ten Haken Leave a Comment

How many of you perceive retaining IIoT customers as a sales strategy, rather than a business model? Let’s face it. Retaining customers is an important part of growing, expanding and sustaining your business. After all, having a loyal base of retained customers who love doing business with you is really profitable. However (and you knew… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention Tagged With: cross-selling, customer retention, IIoT, industrial internet of things, selling, upselling

Why Transactional Upselling Activities do not Retain Loyal Customers

March 20, 2017 by Babette Ten Haken Leave a Comment

Transactional upselling activities are just that: transactional. Upselling becomes the next step along a linear, post-sale customer experience. That linear concept of upselling essentially freezes that customer in time. If you are engaged in the complex selling activities which characterize Internet of Things (IoT) manufacturing, software and engineering environments, nothing is ever frozen in time…. [Continue Reading]

Filed Under: Customer Experience, Success, Loyalty, Retention, Professional Development Tagged With: complex selling, Internet of Things, IoT, transactional upselling, transactional upselling actvities, translational selling, upselling

Got an Industrial IoT Sales Strategy for Today?

July 8, 2016 by Babette Ten Haken Leave a Comment

You need an Industrial IOT sales strategy, no matter what your sales teams are selling in today’s B2B (business-to-business) ecosystem. Why? While winter may not be coming, the Industrial Internet of Things (IIoT) is already here. Your sales folks are continuously colliding with current and prospective customers who are wrestling with the unforgiving pace of… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Human Capital & Industrial IoT Workforce Tagged With: cross-selling, customer retention, customer success, IIoT, IIoT sales strategy, industrial internet of things, sales, sales strategy, upselling

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

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