Beyond Philosophy

JUNE 11, 2015

They should want this because study after study shows the financial rewards of having loyal customers. A third is “Bluebird”, a prepaid debit card which functions as a Walmart customer’s alternative to having a checking account, with which they can make deposits, pay bills – – and shop at Walmart.

Airlines 274

Airlines Customer centricity Multichannel Sales 274

Beyond Philosophy

JANUARY 17, 2018

The findings of this study violate the law of fungibility for money. These results, however, are the basis for an economic principle called Mental Accounting. Mental Accounting describes the situations where fungibility breaks down. Mental Accounting describes the situations where fungibility breaks down.

Entertainment 314

Entertainment Accountability Consulting Consulting 314

CrazyCall

MAY 20, 2019

Especially when you’re working in sales. To help you stay on the front of the race we’ve compiled a list of 97 super-effective sales tips that will help you take your sales skill to the next level. These are sales tips used by top sales gurus who know all the tricks. Sales Tips from Top Sales Gurus.

Sales 123

Sales Coaching Scripts Education 123

Beyond Philosophy

AUGUST 23, 2018

It would skip, however, your neighboring party-goer’s account of where they had to park at the grocery store today. Have you ever heard the story about how in 1957 researcher, James Vicary, added subliminal advertising into a movie about eating and drinking concessions and it causes snack sales to soar? Well, that never happened.

Advertising 205

Advertising Customer Experience Marketing Accountability 205

AWS Machine Learning

AUGUST 26, 2024

At AWS, we are transforming our seller and customer journeys by using generative artificial intelligence (AI) across the sales lifecycle. Our field organization includes customer-facing teams (account managers, solutions architects, specialists) and internal support functions (sales operations).

Sales 127

Sales Accountability Feedback Metrics 127

Beyond Philosophy

SEPTEMBER 13, 2019

They study when our mental shortcut goes wrong. In the study, they described “Linda” to the participants: . Consider your experience with a sales-driven organization. I don’t give my information to sales-driven organizations easily. However, decision scientists aren’t interested in when the animal is a duck.

Banking 325

Banking Consulting Consulting Government 325

Beyond Philosophy

JULY 24, 2017

And thus began an excellent case study in how NOT to treat your customers. According to news accounts , they are starting to, though they’re moving at a sloth’s pace to do anything about it. If you can afford its Black Label program, sales people come to you, and you deal with one person from beginning to end.

Employee engagement 278

Employee engagement Finance Sales Consulting 278

JustCall

APRIL 13, 2020

Start with your remote sales teams, first. In this blog, we will share some hacks and tips sales teams can follow, as they work from home. We spoke to a few leaders and experts from across industries to understand what remote sales practices, and hacks they are using. Tips, Tricks, and Hacks for Remote Selling.

Sales 98

Sales CRM Chatbots Analytics 98

Integrity Solutions

JANUARY 18, 2021

This past year laid bare some critical underlying selling skills and cracks in their sales pipeline that sales leaders were able to ignore or avoid while focusing on more immediate concerns. It’s also clear that the shift to a remote sales model isn’t just a temporary fix. New Sales Pipeline Strategy. By Will Milano.

Sales 123

Sales Coaching B2B Metrics 123

Integrity Solutions

DECEMBER 15, 2020

Effective sales coaching yields results, and sales leaders intuitively seem to understand this. In the world of sales, coaching is seen as critical for driving growth and developing excellence within sales teams. The Sales Coaching Paradox. So where’s the disconnect?

Coaching 90

Coaching Sales Surveys CRM 90

ShepHyken

AUGUST 30, 2019

While many marketers look at metrics like conversion rates, net profit per sale, average value of a lead, and average customer order, they often overlook their customer lifetime value. Most marketers focus on maximizing the profits from the initial sale, but how do you grow and sustain customer lifetime value for the entire customer cycle?

Airlines 274

Airlines Metrics Advertising Sales 274

aircall

OCTOBER 6, 2021

One of the best strategies for increasing engagement and retention is to refine your sales onboarding process. In this article, we’ll look at effective sales onboarding and how it can fundamentally improve the new hire experience for your sales professionals. Defining Effective Sales Onboarding.

Sales 117

Sales Scripts Best practices Feedback 117

Beyond Philosophy

SEPTEMBER 6, 2016

They focus instead on chasing down the next sale, competing on price and compensating employees more for winning new accounts than for keeping existing customers happy, engaged and loyal. Parenthetically, his study found that 10% spend too much on retention; another 10%, Profit Maximizers, seem to get the mix right.

Consulting 186

Consulting Consulting Customer advocacy Sales 186

Integrity Solutions

MAY 23, 2023

Sales prospecting is vital to the success of any sales organization. Simply learning how to find, approach and engage new customers is at the heart of being able to meet and exceed your sales goals. Why Is Sales Prospecting More Important Than Ever? What is Sales Prospecting?

Sales 91

Sales Coaching Brand ambassadors B2B 91

CX Accelerator

DECEMBER 31, 2018

The specific challenge was as follows: How can we as leaders develop a healthy blend of compassion, flexibility, and empathy, while fostering the right amount of individual accountability inside of our teams? What are the goals/KPI’s that everyone is accountable for? What a fantastic question! They have a free or paid version.

Calibration 244

Calibration Schedule adherence Coaching Employee engagement 244

ShepHyken

APRIL 28, 2024

For context, these are the customers who continue to buy from you over and over again, and should account for the majority of your total sales. My Comment: I’ve been studying how different brands are creating successful loyalty programs. In addition, the author includes two additional trends.

Customer Service 183

Customer Service Advertising B2C Big data 183

Beyond Philosophy

FEBRUARY 25, 2016

Trust creates, what my colleague Colin Shaw calls, an emotional bank account. At Target, though, trust was broken with data breaches affecting 110 million customers (40 million accounts, and the theft of 70 million more customer records), whose bank security has been significantly impaired, with massive withdrawals.

Banking 199

Banking Consulting Consulting Advertising 199

Beyond Philosophy

MAY 31, 2016

Industrial psychologists and organizational behaviorists have been studying employee satisfaction for more than 30 years. The extent of their role and impact needs to be better understood, but employee satisfaction isn’t the best way to do it. Employees are capable of directly contributing to both customer disappointment and customer delight.

Customer advocacy 279

Customer advocacy Chief Customer Officer Employee engagement Consulting 279

Callminer

FEBRUARY 23, 2021

Sales and service are being brought together as one. Aligning sales and service helps customer service agents deliver more personalized customer experiences, which naturally leads to better business outcomes. And callout culture means brands are held publicly accountable for their decisions.

Call Center 376

Call Center Technology Banking Contact Center 376

ShepHyken

MARCH 13, 2017

(TCFCR) Retailers would be wise to take direction from successful B-to-B enterprises and learn how to handle new customers, how to better serve the consumer, and mirror the way new business accounts are valued and coddled. Richard Shapiro covers three “sales phases” that can positively impact your customer’s experience.

Customer Service 230

Customer Service Best practices Customer retention Customer Support 230

Callminer

OCTOBER 11, 2018

Smitha obtained her license as CPA in 2007 from the California Board of Accountancy. With more than 15 years of experience in business, finance and accounting, Smitha is also responsible for implementing financial controls and processes. Osiris Parikh is a certified inbound sales professional and SEO strategist.

Call Center 561

Call Center Metrics Contact Center Wait times 561

ChurnZero

MARCH 24, 2025

ChurnZeros latest Customer Success Leadership Study found that technology adoption shifts depending on company size by revenue. A CRM is a great tool for sales operations, but it falls short for customer success needs. Without the proactive edge of a customer success platform, CSMs will miss: Usage drops for high-value accounts.

Technology 52

Technology CRM Engineering Finance 52

CCNG

AUGUST 28, 2024

According to a study by Grand View Research, the global call center AI market is expected to reach USD 7.08 Self-Service Portals: Online portals allow customers to access information, manage accounts, track orders, and even reset passwords independently, reducing call volume and improving convenience. from 2022 to 2030.

Contact Center 195

Contact Center Interactive Voice Response Customer Experience CCNG 195

Integrity Solutions

AUGUST 24, 2022

If you’ve implemented sales training this year, you’re not alone. Studies have shown that upwards of $15 billion is spent annually on sales training in the United States alone. And are there specific sales training strategies behind that critical investment to help ensure its success and strong ROI?

Sales 85

Sales Coaching Calibration B2B 85

ChurnZero

MARCH 14, 2025

According to the 2024 Customer Success Leadership Study , the number of customer success teams under the CRO jumped from 24% in 2023 to 33% in 2024. And, on the flip side, what value does customer success bring to their sales counterparts as part of the broader go-to-market team? Sales teams often operate on short-term quotas (e.g.,

Upselling 52

Upselling Sales Customer retention Consulting 52

JivoChat

FEBRUARY 8, 2023

Instagram Marketing 2023 With the Instagram Marketing course, you will know how to have a powerful Instagram account set up for your business, so you can build your brand and convert followers into paying customers. The course will guide you through utilizing the latest Instagram features to grow your account and market your business.

Marketing 75

Marketing Advertising Accountability Analytics 75

ShepHyken

JUNE 8, 2023

This week, we feature an article by Sage , an international company that helps organizations of all sizes with accounting, payroll, and payment solutions. Sage is a global software company that provides accounting, payroll, and payment solutions for businesses of all sizes.

Customer Experience 156

Customer Experience Upselling Accountability Feedback 156

TeleDirect

DECEMBER 20, 2024

Compliance with industry standards like PCI (Payment Card Industry) and HIPAA (Health Insurance Portability and Accountability Act) is crucial, especially for businesses handling sensitive customer information. We also provide outbound follow-ups to enhance customer engagement without venturing into outbound sales.

Call Center 62

Call Center Outbound sales industry standards Analytics 62

ChurnZero

OCTOBER 10, 2024

This is pretty universal, but the new Customer Success Leadership Study found that two-thirds of CS teams’ purchasing is delayed by three months or longer. Again, the study found nearly half of CS teams didn’t grow, and 8% actually shrank. Most sales teams get what they ask for because they know the magic word: revenue.

Finance 52

Finance Metrics Sales Accountability 52

C3Centricity

APRIL 9, 2024

This realm is characterized by: Longer Sales Cycles: B2B transactions often involve substantial investments, necessitating a more extended period of deliberation, approval, and procurement processes. A study by Gartner highlighted that 77% of B2B buyers stated their latest purchase was very complex or difficult.

B2C 118

B2C B2B Marketing Accountability 118

Integrity Solutions

JANUARY 23, 2023

The past several years have certainly tested the mettle of even the most experienced salespeople and sales managers. Here’s a round-up of some of the key ideas that have stood out to them as well as their advice on new year’s resolutions for sales leaders and team members that will deliver the biggest impact this year.

Sales 78

Sales Coaching Accountability Metrics 78

Global Response

DECEMBER 9, 2024

For accounting firms and private CPAs, January to April is a busy time to prepare and submit taxes. Save money and increase sales with a brand-obsessed, people-first team that delivers a high-touch, superior customer experience every time. For retailers and e-commerce businesses, holiday shopping can start as early as October.

outsourcing 62

outsourcing Call Center Wait times Abandon rate 62

Beyond Philosophy

DECEMBER 5, 2016

Studies have found that employees are often less than enthusiastic about their employers and the goods they produce. In an exploding Newtonian way, any small ripple in reputation change (such as through a product recall, operating scandal, or executive miscue), brand performance or customer service can have a tsunami type effect.

Brand ambassadors 247

Brand ambassadors Customer centricity Banking Consulting 247

Beyond Philosophy

APRIL 15, 2019

Suttle undertook a two-year study of the best companies that excelled at customer service for her book. Communication is critical for achieving both personal and sales goals. Define expectations and establish accountability. Also, changing your mindset from “what’s in it for us” to “what’s in it for them” creates a win-win.

Customer Service 287

Customer Service Airlines Best practices Consulting 287

ChurnZero

OCTOBER 8, 2024

Download a full copy of the 2024 CS Leadership Study, presented by ChurnZero, SaaStr, 6sense, Gong, Success Venture Partners, and Customer Success Meetup, here. Account management teams increased their ownership from 20% to 29% since 2022 (while sales ownership of expansions decreased from 33% to 24% in the same time period).

SaaS 59

SaaS Surveys Metrics Sales 59

ShepHyken

APRIL 28, 2017

Having a full account of historical information and tools to help you get insight from it lets you tune your operations to provide intimate customer experiences. Ultimately, achieving a single customer view will require researching and studying your customers. These discrete experiences become the building-blocks of customer loyalty.

Customer Service 235

Customer Service Contact Center Technology Big data 235

Integrity Solutions

JUNE 24, 2024

Imagine having a sales team coach who sees the potential in you that you don’t even see in yourself—and then is committed to helping you help live up to that potential. Most leaders agree that the role of sales team coach play a key role in helping salespeople achieve their goals. What Does it Mean to Be a Sales Team Coach?

Coaching 66

Coaching Sales Surveys Banking 66