eFactor: Why Customer Experience is the Next Big Thing in Sales
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Customer experience makes a big difference in selling today.Every touch point in the process from moving someone to an interested buyer to a customer for life. How well do you stack up?
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eFactor: Why Customer Experience is the Next Big Thing in Sales
- 1. The eFactor… Why Customer Experience Is The Big Thing In Sales Barbara Giamanco, Social Centered Selling @barbaragiamanco #custexp #socialselling
- 4. 86% of buyers will pay MORE for a great customer experience, but only 1% feel that vendors actually deliver. –CEI Survey
- 7. “While time is scarce, trust and confidence can be even rarer. Buyers making high- impact decisions will gravitate toward methods that make confidence building easier.”
- 9. SiriusDecisions reported that… “According to sales management, the salesperson’s ability or inability to communicate value messages is the biggest inhibitor keeping salespeople from achieving quota.”
- 10. Source: 2012 International Data Corporation Survey
- 12. 57% of the buying process happens before sales gets involved. - CEB
- 13. 59% engaged peers facing similar challenges 37% posted questions on social networking sites 41% researched postings from thought leaders 20% connected directly with providers via social networks Source: InsideView, New Age of Selling white paper - Microsoft
- 25. How you sell is more important than what you sell! Don’t be this guy…ditch the pitch.
- 27. 0% 2% 4% 6% 8% 10% 12% 14% First Choice Second Choice Third Choice
- 28. Scrap the corporate history lesson!
Editor's Notes
- “Engaging in social channels is a key to becoming a sales leader in your industry.” -The Aberdeen Group
- Brand yourself Cultivate referrals Participate in groups Pay attention to who’s viewed your profile Follow and share prospects posts or tweets Mention them Follow/share their content
- Viewed your profile Content they shared Followed you on Twitter Shared your content Business alerts Re-tweeted you Commented on a post
- This nonsensical email is filled with jargon, buzz words and lacks any clarity as to the value this seller can bring to my business. I have a picture in my mind of what a sales meeting with him would look like and it’s not pretty. When crafting sales messaging, keep these tips in mind: Know your audience. Make the message personalized, focused and relevant. Skip the jargon and buzz words. Include metrics to support success stories. Get another perspective before sending the email or presenting your story.
- by sending thank you notes, share knowledge freely, facilitate exchange between peers or provide referrals, and rarely ask for favors