There needs to be a shared goal for sales and marketing and a genuine understanding of what your customers need to accomplish their goals
Topic: Marketing, Sales, Sales Process, Smarketing
What is a customer council and why do you need one? A traditional customer council has been a strategic advisory board, comprised of the top customers of an organization, gathered to advise the companies’ management on industry insights and set priorities and strategic initiatives for the organization.
Pre-Pandemic, I conducted an ENPS (Employee Net Promoter Score) segmented by business location and mapped the scores to that organization’s NPS (Net Promoter Score) which was also segmented by business location. Not surprising to me, the scores wholly correlated, running parallel; if the ENPS was high, so was the NPS; if the NPS was middling, […]
Learn about the phases for optimizing your digital marketing and overall digital experience
Recently, I was at a restaurant for the first time in over three months. As I entered the establishment I surveyed the surroundings, watching other patrons to make sure I could maintain appropriate physical distance. The person I was meeting with indicated that this was his second time at a restaurant in the same time […]
Topic: Customer Experience, moment of truth, MOT, SafeX
The short answer is it depends. Tech Stack originated in the software development community but has since evolved, and a quick google search yields the following definition: “A tech stack is defined as the set of technologies an organization uses to build a web or mobile application. It is a combination of programming languages, frameworks, […]
Now more than ever, all businesses need to “go” digital and transform their organization’s overall experience and processes into digital processes, no matter if they are retail, manufacturing, professional services, or B2C service.
New patterns are emerging, previous trends are amplified and behaviours that couldn’t be changed prior have changed overnight, this post discusses the obvious and non-obvious trends.
Topic: Customer Experience
The blog post below is a modified excerpt from Thriving in the Customer Age. It is one of the many highlighted insights that are outlined in the book. The typical classification of leads in B2B follows a waterfall model, starting with a Marketing Collected Lead (MCL) that becomes Qualified (MQL), which is then handed off to Sales (SQL), […]
Topic: BANT, Sales Funnel, Sales Leadership
Thriving in the Customer Age. It is one of the many highlighted insights that are outlined in the book. Sales team members will often claim 40–50% close rates, while industry statistic after industry statistic claims that 80% of leads are not closed. Why this disconnect? The disconnect comes in an organization’s customer-facing staff customer qualifying process. To […]
Topic: Sales Instructions, Sales Process