- 6 Ways to Build Client Loyalty
In studying, researching, and practicing in the field of strategic account management, we've found 6 areas can almost universally be improved.[click to continue...]
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- 30 Tweetable Sales Quotes from Insight Selling
Today's sales winners harness the power of ideas. Our latest book, Insight Selling, outlines exactly what sellers need to do to transform into insight sellers, and start inspiring buyers with valuable new perspectives.
These bite-sized quotes pulled directly from the pages of Insight Selling can provide you and your sales team with the motivation and tips to help you do just that.
Tweet them and share the sales quotes.[click to continue...]
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- Want Loyal Clients? It Starts in the Buying Process
Client loyalty is tough to earn.
Fred Reichheld, author of The Loyalty Effect and creator of the Net Promoter System, found that most corporations lose 50% of their customers every 5 years, 50% of employees in 4 years, and 50% of investors in less than one year.
It's not surprising. It isn't easy to achieve the highest levels of satisfaction and relationship strength needed to keep clients loyal at a higher clip than average.
There's a lot of research out there supporting the link between overall client satisfaction after they buy and their loyalty.
It's not, however, just about what happens after the buyer buys. The RAIN Group Center for Sales Research has found a link between loyalty and satisfaction with the buying process itself.[click to continue...]
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- Risky Business: 4 Areas Buyers Perceive Risk in Sales
I worked with a company recently whose sellers had to drive their own demand. In one case, a seller engaged a buyer in a discussion about an opportunity, and the buyer was interested. They had a few meetings, but then the sale fizzled out.
When the seller asked why, the buyer told him that they simply weren't going to pursue it further.
The seller said to me later, "The business impact story here was tremendous; more than a 10 times return on investment was easy to see. That this sale didn't move forward...I can't believe they just didn't see it."
We then talked to the buyer as a part of our analysis of the lost sale. When we mentioned the ROI case to the buyer and asked him about it, he said, "Oh, I saw the ROI case. I got it. I would have loved to achieve it. I just didn't believe it would come true."
The buyer saw the ROI; he just didn't believe it. There was too much risk.[click to continue...]
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- Take the New Survey: The Top-Performing Sales Organization
In this RAIN Group Center for Sales Research survey, we set out to answer the following question:
What do the top-performing sales organizations—those with better proposal win rates, attainment of sales plan, and overall revenue growth—do differently than the rest?
But we need your help.
Please take 15 minutes to complete the Top-Performing Sales Organization survey. As a thank you for participating, you'll receive a free report summary.[click to continue...]
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