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]
Why Selling Pressure impedes Service Delivery Quality
Retaining IIoT Customers or just Cross and Upselling Them?
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]
Why Transactional Upselling Activities do not Retain Loyal Customers
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]
Got an Industrial IoT Sales Strategy for Today?
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]
Why your Upselling Strategy does not make sense
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]
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