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In the pursuit of enterprise opportunities, sales cycles can certainly be lengthy. It can take months or even years before an enterprise sale comes to fruition–and along the way risk, uncertainty and doubt can increase. So also do the significant organizational investment costs of such opportunities. The most obvious impact is usually the financial one–but ... Read Post
I’m a client success manager at TechnologyAdvice, where we help connect buyers and sellers of business technology. In addition to serving consumers, we also work with vendors to grow their customer base through our unique demand generation programs. Before I was a client success manager, I was a tech advisor, handling inbound high quality leads ... Read Post
3 Simple Strategies To Win New Business About a month ago, had a potential client reach out to me (and about 78 other speakers) regarding a motivational keynote speaking opportunity. Okay, he really did not reach out to me, it was more like a blanket call for speaking proposals, a rather impersonal request. He was ... Read Post
Customer experience (CE) and its management (customer experience management CEM) is a highly volatile and subjective concept that is extremely difficult to define, let alone monitor and measure. Part of this difficulty is rooted in the fact that a customer experience relies heavily on interpreting and evaluating responses that are internal and extremely subjective. Consequently, ... Read Post
Your sales team is coming in second place for two reasons. Coach to the real issue and you will move from second place to first. Read Post
In the early stages of the pipeline, we spend an enormous amount of energy working with our clients. At this time in history there is a huge demand for customer attention. To attain those first precious impressions and to build relationships, we are fighting to get in front of those buyers and replace their incumbent ... Read Post
Effective sales depends on building deep relationships with your customers. Intimate relationships. Trusting relationships. Long term relationships. Mutual benefit relationships. Cherished relationships. Memorable relationships. “Gaspworthy” relationships. The end game is to establish such a strong bond with a customer they will never EVER think of doing business with someone else. Customer intimacy results in barriers ... Read Post
Jordan Wan is Founder and CEO of CloserIQ, New York City’s leading sales recruiting firm. SalesPOP! sat down with Jordan to pick his brain on the subject of sales recruitment–one of the most fundamentally crucial areas for companies today. You’ve obviously developed a first-rate formula for sourcing top salespeople. What would you say are the ... Read Post
