Customer Success: How to Make CX a Strategic Priority at Your Organization
Customer experience is more important in 2019 than it ever has been considering the plethora of choices available to buyers. If that statement alone is not enough to convince you, then understanding new customer acquisition costs can being between 4 and 10 times more than…
After the Customer Interview, Turn Feedback into Action
Increased revenue, saving existing relationships, and applying the key learnings towards future opportunities should be the result of actionable intelligence gathered during customer interviews. No one likes to lose, but in sales it is going to happen. Instead of looking around for someone to blame, the key is to gather as much information as possible about why you lose and then apply those learnings to future opportunities. If done correctly, the improvements made as a result of the feedback should help to reduce the number of losses that happen.
Customers vs. Prospects: Aligning Customer Experience and Win Loss Analysis
There are more questions that can and should be asked; the important concept though is that you need to design your research to be able to make appropriate comparisons between the two groups of customers. Without the ability to align the needs of customers and the wants of prospects, I cannot understand what my products need to satisfy the differing desires of each.
Sales Insights: The Key to Being a “Customer-Centric” Organization
Executive would be more open to vendors that realized product pitches are relics of the past when sellers pushed products.
Why B2B Sales Professionals Must Understand Buyers’ Needs
Gaining a deep understanding of other people requires significant effort, patience, and good listening skills. It’s a journey that can take a lifetime to perfect.
3 Things You Must Know Before Selling to the B2B Market
We look at ways in which B2B buyers are identifying and selecting their top tier of vendors for purchase evaluations—how they’re coming up with their short list of contenders (often with very little or NO input from sales or company reps). We also examine how B2B buyers expect excellence from their vendors, based largely on their expectations from their experiences as consumers in B2C transactions. Finally, we share the importance of personas and journey mapping in terms of better understanding B2B buyers.
The Types of Customer Data to Collect to Improve Marketing Strategy
Collecting a combination of open-ended and close-ended feedback is a best practice at Primary Intelligence. While collecting only close-ended or only open-ended feedback is possible, having one without the other only tells one side of the story.
Three Questions to Predict if Your Customer Will Renew
If your customer experience program is not telling you how likely your current customers are to renew or expand their spending with you in the near and long term, you’re missing a critical metric of success.
Six Tips for Sharing B2B Customer Experience Insights with Employees
At Primary Intelligence, broad access to Customer Experience information is viewed as a best practice since this gives employees, managers, and executives deeper insights into customer perceptions of the organization. Widespread access also allows individuals at every level to construct possible remedies to address customer concerns and gives impetus and support for new initiatives.
- Customer Success: How to Make CX a Strategic Priority at Your Organization
- Buyer Evaluation Process: What Every Sales & Marketing Leader Needs to Know
- Sales Insights: How to Respond to “Best and Final” Pricing Requests
- Win Loss Best Practice Series: Four Ways to Eliminate Bias in Your Win Loss Analysis Surveys
- How to Position Your Business to Win RFPs