Create Great Conversation

Trying to help your sales team have more meaningful conversations with clients and prospects? Jody Canavan from Manage Smarter offers tips for creating conversation scripts:

1. Avoid using your own company’s keywords as you may have developed acronyms that only your team understands.

Read more tips

In a recent Gartner survey, CIOs worldwide said that targeting, attracting and retaining new customers are all top priorities for CIOs in 2008. How can companies do this? By improving customer experience. A helpful article from Search CRM offers these suggestions:

1. Act on customer feedback
2. Design the sales processes from the outside in
3. Ensure consistency in the customer experience
4. Be open to adapting and changing

Read the full article

Standing Room Only

A closing technique in which the salesperson tries to get a quick commitment to a purchase by telling the buyer that the demand for the product is heavy and that only a limited quantity is left.

Salesopedia, Sales & Marketing Glossary

The Power of the Testimonial as a Sales Tool
by Jonathan Farrington of CRM-Daily.com

Customer Testimonials are a powerful tool for any company. Sales increase when potential customers get to read feedback about your product from actual customers. It also adds to a company's credibility, because testimonials are 3rd-party, unbiased comments, rather than self-made comments. Testimonials are even more powerful if the person’s company and job title are included, which builds the credibility.

Source: http://www.crm-daily.com/news/Testimonials--Powerful-Sales-Tools/story.xhtml?story_id=003000A2OSVI

True. Customer loyalty, oftenexpressed via a customer loyalty program, is onthe decline as customers become harder to reach, enjoy more choices and quickly drop out when they don’t get what they really want.

From the CMO Council and CLOSE report, Scenarios and Solutions: Mapping the Traps and Sales Effectiveness Gaps.

Leaders: How to better manage stress
Courtesy of the Center for Creative Leadership, www.ccl.org

The Center for Creative Leadership provides many tips and tools for leaders to better manage their daily stress. "More than 90 percent of leaders cite that they manage stress by temporarily removing themselves, either physically or mentally, from the source of their stress." If you’re finding yourself stressed out at work, check out more stress buster tips.

Source: http://www.crmlearning.com/blog/?p=35