Integrity Solutions

APRIL 19, 2024

Mastering the human side of selling is key to sales success, but what does phrase that mean exactly? At its essence, humanizing the sales experience is really about personalization. Put another way, personalization is the opposite of operating from scripts and responding with cookie-cutter answers.

Personalization 101

Personalization Sales Scripts Contact Center 101

Beyond Philosophy

SEPTEMBER 30, 2021

Our listener wants help convincing his team that using a free trial will help sales. So, yes, offering a free trial could increase sales by activating the Endowment Effect. . So, it’s easy to imagine that this free trial would increase sales. One of our podcast listeners wrote to us with a problem. The Trials of Trials.

Sales 195

Sales Advertising Customer centricity Accountability 195

Beyond Philosophy

JANUARY 20, 2020

Sometimes people say no to sales offers out of habit. The scientific name for it is Escalation of Commitment, but it is also the basis of many sales techniques, and it is an excellent way to get your customers to say yes. . I used to be part of a volunteer group called Roundtable, it’s like Rotary Club in the US.

Advertising 447

Advertising Telemarketing Consulting Consulting 447

ShepHyken

JULY 14, 2023

They can help you execute your email campaign faster, but you can’t send them without personalizing them. If you’re having problems personalizing email templates that generate results, you’ve come to the right place. You must also create personalized subject lines and greetings in your emails.

Personalization 156

Personalization Best practices CRM Marketing 156

Creative Virtual

FEBRUARY 7, 2023

This year, one of the customer experience (CX) predictions for 2023 falling into that category is that ‘Personalization will get More Personal’. But what does it mean to make personalization more personal? This can be applied to marketing, sales, and customer support. engagement with the customer. Absolutely!

Personalization 105

Personalization Virtual Agent Chatbots Self service 105

Steve DiGioia

MAY 17, 2021

According to several employees and training manuals, Apple Inc’s sales associates are taught an unusual sales philosophy: not to sell, but rather to help customers solve problems. To that end, employees receive no sales commissions and have no sales quotas. “You were never trying to close a sale.

Customer Service 341

Customer Service Personalization Sales Technical Support 341

Beyond Philosophy

APRIL 27, 2023

Our listener did their research, which gave them projected sales that made them proceed with their product launch. However, the sales after the launch haven’t been what the study predicted. So, getting back to the pickle and our listener that is not getting the sales they expect, they can do a few things.

Sales 39

Sales Surveys Marketing Personalization 39

Beyond Philosophy

AUGUST 22, 2020

When it comes to overemphasizing the wrong things, the person making the decision is who puts the weights on those decisions. For example, if your sales team emphasizes miles per gallon fuel efficiency for a car, then the customer might also. However, people are influenced by what’s going on around them.

Consulting 338

Consulting Consulting Customer Experience Sales 338

Beyond Philosophy

MARCH 31, 2020

So I waited a number of days but as the flight approached it was an exhausting and time-consuming experience, trying different numbers in different sales offices, writing e-mails no one bothered to reply to before I was able to convert my flight into an open-ticket one, for which I received no confirmation.

Airlines 499

Airlines Healthcare Government Self service 499

Beyond Philosophy

SEPTEMBER 13, 2016

Informal communication programs can work, if and because both stakeholder groups feel they are getting information and advice from individuals and entities they know and trust. Channels such as Twitter, YouTube and Facebook (and RipoffReport and ComplaintsBoard) are open forums for disaffected, even angry, groups with special interests.

B2C 341

B2C B2B Wireless Customer centricity 341

Beyond Philosophy

JULY 7, 2022

Now, they are transitioning back to unrestricted in-person interactions, but not to the same place they were for all those years. However, it might also be a customer segmentation issue where different people want different things at different times, e.g., this group likes people, so they go to physical stores.

Technology 402

Technology Consulting Consulting Personalization 402

ShepHyken

FEBRUARY 15, 2019

This week we feature an article by Heather Hamilton who shares why investing in a point of sale (POS) system can empower your staff and improve the employee experience. – Shep Hyken. Investing in a point of sale (POS) system is a game changer for your retail business. It helps them personalize their service.

Sales 242

Sales Personalization Feedback Management 242

Integrity Solutions

JUNE 10, 2024

There’s no real sales conversation or dialogue. Most sales leaders today recognize this isn’t a sustainable way to develop business and cultivate a long-term customer base. Today’s buyers are not only are turned off by the relentless sales talk, they’re also more informed than ever.

Sales 105

Sales Scripts Personalization Coaching 105

Beyond Philosophy

MARCH 20, 2020

Setting up proximal branding to the point of sale could help, too. Personalization is another way to increase the Availability of your product or service. There is no point in marketing to a group of people that are never going to buy your services. Also, having a more vivid message could help.

Marketing 427

Marketing Consulting Consulting Construction 427

Beyond Philosophy

OCTOBER 4, 2018

I am a morning person. If the customer is more like my wife, who is a NOT a morning person, and you are working with them early in the day, they might not yet be ready for you. Now I can practically hear some of you sighing and saying, “How on earth am I supposed to know if a person is a morning person or a night owl?”

Government 353

Government CRM Personalization Customer Experience 353

ShepHyken

FEBRUARY 12, 2024

Why Hyper Personalization Should Be Part of Your Marketing Strategy by Erwin Busselot (Label & Narrow Web) Consumers today are increasingly engaging with brands that deliver tailored services, offers and communications. My Comment: It has never been easier to personalize an experience for your customers.

Customer Service 186

Customer Service Self service Personalization Customer retention 186

Beyond Philosophy

JUNE 4, 2015

The ‘human’ factor, in marketing, communications, positioning, and experience creation through sales, service, and operations now pervades titles of articles, blogs, white papers, and even books. Moreover, the customer has no personal investment in choosing, and staying with, one brand or supplier over another.

Airlines 360

Airlines Marketing Enterprise Advertising 360

Pointillist

SEPTEMBER 10, 2020

Many CX, marketing and operations leaders are asking how they can use customer journey orchestration to deliver better, more personalized experiences that will improve CX and business outcomes, like retention, customer lifetime value and revenue. Journey orchestration goes beyond traditional personalization techniques.

Personalization 128

Personalization Interactive Voice Response Enterprise Upselling 128

Integrity Solutions

OCTOBER 8, 2024

Building rapport in sales is essential for establishing trust and fostering long-term relationships with clients. Here are some key strategies to effectively build rapport in sales: Understanding Rapport in Sales Rapport refers to a harmonious relationship where both parties understand each other’s feelings and communicate effectively.

Sales 103

Sales Scripts B2B Personalization 103

JustCall

FEBRUARY 17, 2022

Want to ramp up to more than 100 cold calls in a day with a powerful sales dialer? Well, we know how difficult it gets to meet sales quotas, when you’ve got to deal with the mess of finding lead numbers, then dialing them manually, and ending up on a dial tone. What is a Sales Dialer? How do modern sales phone dialers work?

Sales 104

Sales Abandon rate Real estate voip 104

Beyond Philosophy

JUNE 26, 2017

Of course, the only reason they could buy Whole Foods is because the grocery chain founded in Texas in the late 70s has been suffering from declining same-store sales, among other challenges. Not coincidentally, Amazon is crushing clothing sales, too. Amazon is Thinking Out of the Box for Fashion Forward Customers. First the Women….

Consulting 305

Consulting Consulting Sales Customer Experience 305

ShepHyken

AUGUST 16, 2019

When trust is lacking, the team won’t be as successful because the blindfolded person might be too suspicious and timid to move. Each group will create a comic strip, with the number of strips equivalent to the number of players in each team. Directions: Divide groups of 3-4 people into at least three teams. 9 people or more ?

Personalization 238

Personalization Marketing Customer Service Sales 238

CCNG

NOVEMBER 9, 2021

The way humans describe their customer service needs vary widely from business to business, and they vary massively from person to person. If you still have questions, feel free to find me in the CCNG Slack group or at owen@iv.ai Owen McGrath is an active CCNG member based in Boulder Colorado and the Head of Sales for IV.AI.

Contact Center 259

Contact Center CCNG Contact center software Finance 259

ShepHyken

MARCH 6, 2020

This week we feature an article by Patricia Fripp, executive speech coach and sales presentation skills trainer. Everyone makes a difference: the sales force, the service technicians, the clerical staff, the PR department. If we give you good service, your group will bring back its business here and not to the competition.”.

Customer Service 249

Customer Service Coaching Advertising Scripts 249

ShepHyken

JULY 23, 2019

Sales follow convenience. Customers still crave that person-to-person interaction. In business, as in our personal lives, a relationship is fundamentally forged in a moment of crisis. He is also the CEO and founder of The MPI Group. Learn about their struggles and discover their biggest pain points. About : John R.

Feedback 251

Feedback Personalization Customer Experience Sales 251

Beyond Philosophy

NOVEMBER 15, 2017

They are focused on sales or margins or operational efficiency, and, to be fair, these areas are crucial to any business. However, putting the customer at the center of everything you do doesn’t have to conflict with sales, margins or operational efficiency. This concept is difficult for many organizations. Why or why not?

Customer centricity 313

Customer centricity Journey mapping Consulting Consulting 313

ShepHyken

DECEMBER 22, 2024

Here are the topics with plenty of commentary: 1) Start with what you have, 2) Automate where you can, 3) Consider outsourcing, 4) Build a self-service hub, 5) Use data to improve, 6) Be proactive, 7) Train on customer support, 8) Personalize, and 10) Build Loyalty. GenAI is transforming the customer experience.

Customer Service 200

Customer Service outsourcing Customer Support Chatbots 200

ShepHyken

FEBRUARY 9, 2018

Not only will it solve your content reach and trust issues, you’ll also get the best customer service team in the world – a group of loyal and highly-engaged employees. Positive body language – A person slouching their way through the store, with a sour or surly facial expression doesn’t look approachable. Set goals.

Customer Service 411

Customer Service Morale Sales Coaching 411

Beyond Philosophy

JULY 10, 2017

One French bookseller reported a 10% increase in sales after using the technology. Market researchers hope that using this kind of technology will replace focus groups and shopper interviews that can be time consuming and ineffectual. It works, too. Airlines Are Using Spy Tech, Too.

Airlines 313

Airlines Consulting Consulting Technology 313

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 121

Sales Coaching B2B Metrics 121

Integrity Solutions

JULY 24, 2024

One of the most critical areas where small businesses can gain a competitive edge is by investing in their teams’ development, particularly through sales training. The Fundamental Element Sales Training Often Overlooks Sales training is often deployed with a focus on product knowledge, process, selling skills and techniques.

Sales 97

Sales Coaching Marketing Scripts 97

Beyond Philosophy

JANUARY 19, 2019

An increase in sales is excellent. But not all ROI is sales-based. People are driven to act by different things, which vary based on life stage, demographic, and personal attributes. Grouping or segmenting your customers based on their behavior is an excellent way to segment your customer base.

Marketing 210

Marketing Customer emotions Consulting Consulting 210

ShepHyken

SEPTEMBER 21, 2018

They benefit from the personal touch, an email complaint will often be dealt with via email only, which can be okay, but consider offering a phone call. 70% of customers leave a company because of poor service, which is usually attributed to a salesperson’ – (Source: Peppers & Rogers Group). ‘67%

Customer Experience 277

Customer Experience Big data Technology Chatbots 277

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 93

Sales Construction Feedback Personalization 93

Beyond Philosophy

NOVEMBER 28, 2016

What wasn’t so completely understood at the time is that that this level of employee commitment and personal investment also positively impacted the employee experience. and making a true emotional connection. This was something of an epiphany for our client, representing an unanticipated ‘bonus’ result. correlation.

Employee engagement 364

Employee engagement Consulting Consulting Enterprise 364

Beyond Philosophy

JUNE 11, 2015

What Publix does, instead of loyalty cards, is try different alternative approaches to build sales. Some retailers do more than emphasize the sales and service fundamentals. This has enabled Trader Joe’s to generate sales per square foot that are double the sales per square foot of Whole Foods.

Airlines 274

Airlines Customer centricity Multichannel Sales 274

Beyond Philosophy

JANUARY 19, 2019

An increase in sales is excellent. But not all ROI is sales-based. People are driven to act by different things, which vary based on life stage, demographic, and personal attributes. Grouping or segmenting your customers based on their behavior is an excellent way to segment your customer base.

Marketing 199

Marketing Customer emotions Consulting Consulting 199