5 Steps to A Customer Retention Strategy

One of the key tenets of a customer retention strategy is that it relentlessly focuses on value creation. This emphasis on value and delivering exceptional service is what gives truly customer-centric companies the edge: It increases customer loyalty and that loyalty drives growth. But how do you know if your customers really are loyal?.. Many ... by Integrity Solutions

Three Ways Sales Leaders Can Develop a Powerful Sales Strategy in a Digital Environment

There’s been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson?.. The answer, I believe, is both yes and no. When it comes to the basics of selling, the core requirements have not ... by David Mattson

Stop Reading from The Script!

This is why some companies get a bad rap! Our colleague here at Shepard Presentations, Nate Jones, shared a story about something that recently happened to his father. This is a great customer service training lesson. He bought a new car. About a month later he’s in a parking lot and the car won’t start...So, he calls the dealership’s customer service number, which was actually ... by Shep Hyken

How Gas Grills, Gardening, Masks, and Baseball Mimic Your Sales Team

We have a twenty-year old gas grill built-in to a stone wall on our back patio and this year I decided to replace all of the components.  New burners, new heat plates, new briquettes, new grates, new ignitor, and new wiring.  All told, it took three-hours of work, much of it with the ignitor and the wiring.  When I got it all reassembled, everything worked except the ignitor despite ... by Dave Kurlan

Hiring Time?

When the pandemic hit, were you crushing it, maintaining status quo, or suffering? The answer would likely depend on your industry. But that was then. Looking forward, the economy is projected to be gangbusters at least through 2023. Maybe you are thinking it’s time to double down on your sales growth. Maybe there are some salespeople available who are anxious to be part of a company like yours. Before you ... by Gretchen Gordon

The Surprising Byproducts Of Customer Experience Strategy

Customer experience strategy includes your plans for both customer acquisition and customer retention. I can’t emphasize enough that acquisition and retention aren’t either/or options. Companies need both...Every company needs a way to get new customers coming in the door (customer acquisition). At the same time, companies need clear, consistent ... by Ali Cudby

Killing Three Birds with One Stone

You’ve heard the old phrase “killing two birds with one stone,” and while most people couldn’t (or wouldn’t try) to actually kill one bird with a stone, let alone two (presumably they use a slingshot), I’m going to suggest a way to possibly get three at once... The stone is cancelling meetings...Before you dismiss this as impossible, know that many companies have tried it and others are  ... by Kevin Eikenberry

My 2nd favorite word is No!

"My 2nd favorite word is No!" That's what my former employee James was famous for saying.  It's great when your prospect does you the favor of saying no, but most times their actions and words will sound more like, maybe. That puts the pressure on you to decide when a maybe is really a no. The trick is to be confident about when to pull the plug on a prospect and move 'em out. If you're not making ... by Kristie Jones

Sales Leaders, The Cavalry Has Arrived!

We all totally get it (at least I hope we do) that the skills required for managing, mentoring and developing a sales team are totally different from those required for selling – sounds obvious, but it is a point which must be re-iterated. As a result, it’s not uncommon to find newly promoted sales managers who regret having taken a management ... by Jonathan Farrington

Avoid This New Sales Killer

We know about new Covid variants deadly to our health. I just noticed a new speaking variant that can be just as deadly to your sales.  Vax yourself against this at the first sign of use!.. Generally, when someone asks a question or raises an objection and you either want some time to think, or you need more information before you can answer, or you want to defuse any emotion you hear behind the question, responding with ... by Anne Miller