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OCTOBER 17, 2011 [Sales] Sales Leads Are Best Served Hot
Leads: every sales person wants more of them and every marketing professional feels pressured to produce them. Research from the Kellogg School of Management and MIT quantified the effect of response time on the value of web-generated sales leads. Not just any leads though. The good leads. The qualified ones. As Jack Lemmon would have put it, the Glengarry leads. You are impressive.’
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JUNE 4, 2012 [Sales] 5 Cool Social Media Tools to Help You Expand Your Small Business
Online sales have become more about facts and figures than honest human relationships. Guest Post by Alicia Ranch-Traille. For a small business, the successful use of social media involves a bit more than simply “liking” a few things on Facebook. If you want to make an impact on the social media scene, you'll need to run your presence like an election campaign. 1) Monitter.
AUGUST 2, 2012 | WORKFACE
[Sales] You've Heard of CRM, But Do You Know VRM?
JULY 30, 2012 | WORKFACE
[Sales] Human Availability & Website Visitors = Great Investment
JUNE 14, 2012 | WORKFACE
[Sales] Reactive Customer Service Starts with Proactive Prospect Engagement
JUNE 14, 2012 | WORKFACE
[Sales] Trust & Potential Customers on the Web
JUNE 12, 2012 | WORKFACE
[Sales] Are You Using the Social Business Model in Your Company?
JUNE 4, 2012 | WORKFACE
[Sales] 5 Cool Social Media Tools to Help You Expand Your Small Business
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JULY 11, 2011 [Sales] Customer Experience Marketing for Real People
In the offline world, one of the best customer experience catalysts is the way your sales and service team members interact live with customers. By Lief Larson "Customer Experience " has redeveloped as a buzz phrase in digital marketing departments lately. Marketing is an exercise in relationship building. This is simply not the case.
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SEPTEMBER 6, 2011 [Sales] Messengers of Trust: Part II
Some companies recognized incremental marketing and sales value from social media, which created demand for social media automation and content management system tools. In my last blog post, Messengers of Trust: Part I, I stated that all products, services, and messages are created by people and that customers have an innate ability to interpret the intentions of the (often unseen) people behind the products, services and messages they are evaluating. In Part II it is my intention explain the why. In Part III I will discuss the how. So too are they becoming in the online world.
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AUGUST 22, 2011 [Sales] Customer Satisfaction is No Longer Enough – Engagement is Now Key
” Across industries, customer connection now drives increased brand loyalty, sales and referrals. What is that sets brands like Apple, Nordstrom and Nike apart from their competitors? It isn’t “customer satisfaction.” ” Lots of technology vendors, retailers, clothing makers and other types of companies have satisfied customers. So how do companies achieve this?
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AUGUST 9, 2011 [Sales] Businesses Need to Go Human Online
People can be put back into the online buying process, using the right combination of existing technologies and enlightened sales and marketing processes. The rewards for companies that embrace this change will be more leads, shorter sales cycles, and more satisfied customers. Search engines, company websites, directories and social bookmarking sites are great for finding things.
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WORKFACE | WEDNESDAY, OCTOBER 19, 2011 [Sales] Creating Great Digital User Experiences for Your Next Wave of Customers
But what about the types of sales where personal interaction is still critical? As he notes, “With great digital user experiences, companies can generate more levels of interaction, more engagement, and ultimately more sales. In an outstanding piece on Harvard Business Review, Users Are the New Growth Engine , Aaron Shapiro warns CEOs who “won’t acknowledge the impact digital technology is having on their business,” may not be around in five years. Shapiro makes three main points: Online commerce will affect more than half of all consumer purchases by 2012. MORE >>
WORKFACE | MONDAY, AUGUST 1, 2011 [Sales] Pre-CRM: The Relationship before the Relationship
Sales or support responds with a reply. customer service or sales agent responds in kind. For the last few years our company has been using the term Pre-CRM and we’ve seen it take hold in the marketplace lately. As you know, CRM (Customer Relationship Management) is a strategy for managing relationship, interaction and contact data about potential and landed customers. An obvious question—if not a flaw—with CRM is: how do you relate to a prospective customer prior to having captured them in your CRM system? Let’s run through a familiar scenario. MORE >>
WORKFACE | TUESDAY, JANUARY 3, 2012 [Sales] Web 4.0: The Era of Online Customer Engagement
The near-automated sale of commodity products on the web has, for all intents and purposes, been figured out. But, for ‘considered purchase’ products and services (representing 80% of offline commerce) engagement will be the key to online sales. This retail giant who lives in my backyard accounts for over 30% of all consumer electronics sales. In this example, BestBuy was relegated to perform the role of high overhead (but knowledgeable) product showroom, while the web-based competitor engaged with price and made the sale. The one constant is change. MORE >>
WORKFACE | THURSDAY, AUGUST 2, 2012 [Sales] You've Heard of CRM, But Do You Know VRM?
Customer intelligence is a useful weapon for targeting customers based on demographic, psychographic, and behavioral traits, which results in better utilization of sales and marketing dollars. In 2006 Mike Vizard coined the term Vendor Relationship Management (VRM) as the counterpart to Customer Relationship Management (CRM). Though it has taken time for the idea of VRM to take hold, it will be growing in prevalence in the not-too-distant future. In a recent blog post I discussed how the future of the web is anonymous. Who can blame them? Businesses want control. ProjectVRM Wiki. MORE >>
WORKFACE | THURSDAY, JUNE 14, 2012 [Sales] Reactive Customer Service Starts with Proactive Prospect Engagement
Third, can you encourage your team to take on a more “sales support” role for your offering during these inevitable slow periods? Asking your customer support team to use reactive downtime for proactive sales support uptime may initially be met with resistance. Discover whether they are nimble enough to become a proactive service extension to prospects that drive more sales. Your customer support team knows the customer; they speak the customer’s language. They sit patiently waiting to attack a customer issue with vigor. &rdquo MORE >>
- [Sales] Trust & Potential Customers on the Web WORKFACE | THURSDAY, JUNE 14, 2012
- [Sales] How Weird are We? WORKFACE | THURSDAY, JANUARY 5, 2012
- [Sales] Workface Gets Funding, Coverage for Humanizing Internet Commerce WORKFACE | THURSDAY, JULY 28, 2011
- [Sales] Conversion Rates: Interventions with Ghosts Visiting your Website WORKFACE | THURSDAY, DECEMBER 1, 2011
- [Sales] Are You Using the Social Business Model in Your Company? WORKFACE | TUESDAY, JUNE 12, 2012
- [Sales] How to Double Your Website Visitor-to-Customer Ratio WORKFACE | TUESDAY, DECEMBER 6, 2011
- [Sales] Human Availability & Website Visitors = Great Investment WORKFACE | MONDAY, JULY 30, 2012
- [Sales] 6 Billion Kings – Why Your Approach to Customers Must Change WORKFACE | TUESDAY, JANUARY 17, 2012
- [Sales] Cutting Through the Social Media Noise WORKFACE | MONDAY, DECEMBER 19, 2011
- [Sales] A Philosophy of Humanlike Customer Communications on the Internet WORKFACE | FRIDAY, DECEMBER 9, 2011
- [Sales] An Internet Sales Force Needs Better Tools WORKFACE | WEDNESDAY, JUNE 1, 2011
- [Sales] Selling on the Web has Rules: Break Them! WORKFACE | SATURDAY, JUNE 4, 2011
- [Sales] Workface Releases New Website and Engagement Toolbar WORKFACE | TUESDAY, MAY 3, 2011
- [Sales] Giving Your Website Visitors a New Choice: Human WORKFACE | SUNDAY, MAY 8, 2011
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