Beyond Philosophy

FEBRUARY 27, 2020

I know if I eat less and exercise more, I am going to be thinner and more fit tomorrow. Anytime you incorporate time into the sales process, Hyperbolic Discounting makes people feel hesitant to buy. I struggle with weight loss. However, this knowledge means little to me when I am holding a cookie in my hand.

Consulting 468

Consulting Consulting Education Sales 468

aircall

OCTOBER 17, 2022

As your start planning for the coming year, optimizing your sales win rate is probably a top priority. How to Define Your Sales Win Rate. As our partners at Richpanel share, “Win rate is not just a sales team’s metric. How is sales win rate calculated? . Why You Should Prioritize Your Sales Win Rate.

Sales 117

Sales Gamification Metrics Accountability 117

Beyond Philosophy

SEPTEMBER 13, 2019

Consider your experience with a sales-driven organization. I don’t give my information to sales-driven organizations easily. My behavior is governed by what I think a sales-driven organization is going to be like based on my expectations. . Let’s take a broader view of this concept. As a rule of thumb (see what I did there?),

Banking 325

Banking Consulting Consulting Advertising 325

Beyond Philosophy

MAY 28, 2021

When we did some analysis, we found that the sales team knew 80 percent of their revenue came from 20 percent of their accounts. In essence, this strategy was the sales team’s response to managing too many accounts at one time. That means the other six or seven see this whole exercise as a waste of time.

Customer Experience 387

Customer Experience Management B2B Customer emotions 387

JustCall

JULY 29, 2021

Competent sales teams are not built overnight. It involves a continuous practice of coaching sales teams. In fact, sales coaching plays a role in raising a high-performing team of sales reps. Missed sales quotas can be a source of chagrin for managers. So, are you tapping into coaching for your sales reps?

Coaching 86

Coaching Sales Scripts Construction 86

Beyond Philosophy

OCTOBER 4, 2018

For example, in segmentation exercises, you could use morning person/night owl as criteria for categorizing a group of customers so you can address their needs appropriately depending on the time of day you work with them. How can you accommodate customers throughout the day?

Government 353

Government CRM Personalization Customer Experience 353

ShepHyken

JANUARY 4, 2017

A customer’s sales journey is different than a service or support journey. There is a second part of the journey map exercise, to show underneath each touchpoint how different departments and roles within those departments impact those touchpoints. And you may need more than one map.

Journey mapping 252

Journey mapping Customer Service Sales Personalization 252

Integrity Solutions

MAY 14, 2024

For many in sales, negotiation is one of the most challenging aspects of the job. It’s no wonder then that salespeople can be wary of the whole sales negotiation process. But sales negotiation shouldn’t be an adversarial experience. It’s uncomfortable.

Sales 95

Sales Construction Feedback Personalization 95

ShepHyken

JANUARY 14, 2019

My Comment: The cost of losing a customer is more than losing just one sale. Here’s a nice article that has several good ideas to help you take advantage of the work you put into the journey map exercise. Assuming your customer would have had a positive experience, he/she would likely come back and spend more.

Journey mapping 248

Journey mapping Customer Service Customer centricity Customer Experience 248

Beyond Philosophy

JANUARY 28, 2023

Vijay Patel’s sales haven’t been what he hoped, and he wondered if the problem might be targeting the wrong customers. Many organizations use databases to segment their customers based on easy-to-collect data, like demographics, industry vertical, or total annual sales. While this information is useful, it is incomplete.

Consulting 221

Consulting Consulting Sales Surveys 221

Cincom

FEBRUARY 21, 2025

Speed, accuracy, and the ability to meet customer demands efficiently are the pillars of success for the sales team. Configure, Price, and Quote (CPQ) software plays a vital role in automating product configuration, pricing, and quote generation helping sales teams to easily handle complex pricing scenarios.

Sales 40

Sales Gamification Finance Best practices 40

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

Beyond Philosophy

JANUARY 19, 2019

An increase in sales is excellent. But not all ROI is sales-based. However, exercise caution wielding this powerful new tool. With a focus on these five key actions, you will not only improve your Customer Experience, but you can also get a jump on the competition in the new year. Focus on the ROI of CX improvement.

Marketing 210

Marketing Customer emotions Consulting Consulting 210

ShepHyken

MAY 25, 2016

Without hesitating he told me about Jordan, one of Campaign Monitor ’s sales and support reps, from Minneapolis. Somehow Jordan, who was out for a bike ride getting a little exercise, was alerted. It was for one of my Forbes columns, Seven Ways to Use Email to Build Your Brand and Create a Better Customer Experience.

Customer Care 225

Customer Care Customer Service Sales Marketing 225

Beyond Philosophy

JANUARY 19, 2019

An increase in sales is excellent. But not all ROI is sales-based. However, exercise caution wielding this powerful new tool. With a focus on these five key actions, you will not only improve your Customer Experience, but you can also get a jump on the competition in the new year. Focus on the ROI of CX improvement.

Marketing 199

Marketing Customer emotions Consulting Consulting 199

Integrity Solutions

FEBRUARY 1, 2024

Is sales still a viable profession today? While the selling environment has undergone some pretty dramatic changes in recent years, if anything, they’ve only heightened the need for sales professionals who care about, can connect with and actively listen to their customers. Is it something needed or that people even want to do?

Sales 101

Sales Coaching Scripts B2B 101

Beyond Philosophy

APRIL 7, 2022

I use an exercise when I am a speaker that demonstrates how this spontaneous formulation works. Bear in mind that almost nobody I have ever done this exercise with has been to the Congo, but they all have expectations. We learned that customers’ emotional expectations for the sales call were almost fearful.

Journey mapping 195

Journey mapping Sales Consulting Consulting 195

ChurnZero

SEPTEMBER 14, 2021

There’s a common (albeit misplaced) fear among CSMs that sales talk will tarnish their customer’s trust and set fire to the relationships they’ve worked so hard to build. . But nothing could be further from the truth so long as you handle your sales conversations with tact, understanding, and integrity. .

Sales 94

Sales Upselling Morale SaaS 94

ShepHyken

SEPTEMBER 7, 2022

In our customer service workshops , we do an exercise in which we ask participants what their favorite companies are to do business with and why. Lynn Skupien, senior sales rep, signed it and included her direct phone number and email. . We almost always get Amazon as an answer. One of its success traits is communication.

B2C 193

B2C B2B Personalization Sales 193

Beyond Philosophy

SEPTEMBER 10, 2022

Did you take up a hobby or a new exercise program? We undertake this exercise by asking a lot of questions. 23:56 Zhecho shares another example from a luxury store in California that measured the brain activity of an employee while managing the emotional experience and how it resulted in more sales for the store.

Consulting 170

Consulting Consulting Finance Healthcare 170

Beyond Philosophy

AUGUST 1, 2024

As we look ahead with AI entering the exercise, it’s interesting to suppose where this imaginary customer creation might go. To date, this exercise has not been run by science but by intuition. My global Customer Experience consultancy worked with a sales organization where many sales occurred in the evenings.

Customer Experience 195

Customer Experience Advertising Sales Consulting 195

Call Center Weekly

OCTOBER 18, 2018

Long lumped in with Customer Service, the entire Customer Experience concept is finally being acknowledged as a weighty differential in the quest to build customer loyalty and increase sales. Going through this exercise takes some planning and time, but the insight gained will be well worth every bit of effort.

Customer Experience 239

Customer Experience B2B Feedback Customer Service 239

TeleDirect

APRIL 7, 2025

Simulate Real-World Scenarios Use call recordings and role-play exercises to help agents apply what they’ve learned in a realistic setting. Increased Sales and Upselling Agents trained in sales techniques are more likely to identify opportunities and close deals.

Call Center 62

Call Center First call resolution Best practices Gamification 62

JustCall

MARCH 13, 2020

Sales training is not a simple 1-2 days’ process. It takes days and weeks of training to equip sales representatives with the right set of skills. Planning a sales training program timeline is a step towards creating an effective team of sales professionals. Remember, sales is a competitive field. Tech Setup.

Sales 72

Sales Scripts Coaching CRM 72

ShepHyken

AUGUST 3, 2018

When it comes to improving your customer service the first step is to stick to the basics, hire the right customer service team, train them well, and reward them for their success.

Customer Service 222

Customer Service Call Center Sales Marketing 222

Beyond Philosophy

SEPTEMBER 26, 2024

In other words, individualized content was 4,400% more effective at driving sales than general communications. He says the answers to these queries should be the foundation for segmentation, and these are the segments that see the best results for driving sales using personalization. The response rate was ten percent.

CRM 221

CRM Personalization Education Marketing 221

Nicereply

NOVEMBER 9, 2021

An excellent way to illustrate assumptions and how their impact is the Peanut Butter and Jelly Sandwich exercise. In this exercise, the leader will follow the instructions from the trainees precisely as they say them. Keep in mind that even this exercise has assumptions in it. More proof that assumptions are everywhere!

Customer Experience 124

Customer Experience SaaS Sales Customer effort 124

Amity

NOVEMBER 14, 2018

The sales to customer success handoff is one of the most important intersections in the customer journey. We know as customers that this is a frustrating feeling, yet so many companies struggle to get the crucial step of the sales to customer success (or client services) handoff right. Map out best and worst case scenarios.

Sales 87

Sales CRM Accountability B2B 87

CCNG

AUGUST 16, 2023

Surveying shouldn’t be a feel-good exercise in your company – it needs to be taken seriously by every person to truly make the voice of the customer alive in your organization. One of the best transaction surveys I’ve encountered is from Delta Airlines.

Surveys 195

Surveys CCNG Airlines Consulting 195

CX Accelerator

APRIL 11, 2018

You can use this easy exercise to help your team talk about what they must stop doing, to free up more time to work their MIT (Most Important Thing) behaviors. Nate has used a "start, stop, keep" exercise many times to identify energy vampires and kill them. Nate Brown is the Co-founder of CX Accelerator.

Customer Experience 182

Customer Experience Wireless Journey mapping Coaching 182

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

Contact Center Pipeline

DECEMBER 12, 2018

Customer experience, employee engagement and sales results are driven by effective coaching. You wouldn’t exercise just once in a lifetime and say that you were done. Coaching helps develop your agents’ skills. Done right, it also improves morale and employee retention. However, coaching needs to be done on a consistent basis.

Coaching 113

Coaching Morale Employee engagement Sales 113

Outsource Consultants

JANUARY 31, 2025

Sales growth is the lifeblood of any business. At Outsource Consultants, we’ve seen firsthand how lead generation call center services can dramatically boost sales for companies across industries. This process saves time for in-house sales teams and increases the efficiency of the sales funnel.

Call Center 67

Call Center Sales outsourcing CRM 67

AWS Machine Learning

MARCH 27, 2025

Besides the time in review and labeling, there is an upfront investment in training the labelers so the exercise split between 10 or more labelers is consistent. Amazon Bedrock is well-suited for this data augmentation exercise to generate high-quality ground truth data. A way to test the models output for accuracy.

Education 112

Education Engineering APIs Enterprise 112

TeleDirect

MARCH 13, 2025

Implement Role-Playing Exercises Simulate real-life customer interactions to help agents practice responses. A: Yes, customer support, sales, and technical support agents require different skill sets and tailored training modules. Focus on handling difficult calls and de-escalation techniques.

Best practices 62

Best practices Call Center Customer Service Average Handle Time 62

Beyond Philosophy

MARCH 26, 2021

Even if some of the ideas are terrible or impractical, the exercise has influenced the team to be mindful of making customers feel a specific emotion. Others might want to see higher sales. It creates a mindset shift where your people spend time thinking creatively and specifically how to make customers feel a certain way.

Journey mapping 300

Journey mapping B2B Customer emotions Personalization 300

Peter Lavers

JULY 24, 2020

We need to be like this in our businesses – and not just the sales data! If you are in FS, make sure you’re not just treating this as a tick-box exercise, referring to it a ‘Conduct Risk’ and thereby assuming it’s Risk & Compliance’s job! B2B consolidation – your customers are changing.

B2B 130

B2B Accountability Marketing Sales 130