Editor’s Note

Various studies have shown that it’s not the discounts that you offer or even a better product on the menu that keep customers happy. .Customers simply prefer to shop at places where they are given the attention they feel they deserve, and their concerns addressed. Organizational policies, marketing strategies, market trends might change with time. However, one thing that remains constant is consumers’ need for satisfaction.

Addicted To Service Unleashed: Bring your service vision to life

In his 1985 smash hit Addicted to Love, former English rocker Robert Palmer swoons about the roller coaster ups and downs of romance. No doubt that love (or the pursuit thereof) can entice us to do some outlandish things, both virtuous and dishonorable. For instance, my mother tells me I nearly got expelled from kindergarten after attempting to hit one of my classmates on the head with a chair. My actions were apparently justified, however, as the rival boy had just planted a big fat smooch on the lips of my 5-year-old “girlfriend!”

HCM Sales, Marketing and Alliance Excellence June 2017 Advertisers

Little Data Vs. Big Data: There is no need to boil the ocean to determine its salt content!

You are not feeling well, so you visit your friendly family doctor. He puts you in a new, electronic scanner and generates 28 trillion measurements of your temperature all over the surface of your body. He then saves all of these big-data measurements and, using advanced statistical algorithms and supercomputers, announces that your temperature is 98.6 degrees Fahrenheit. What a relief! Big data to the rescue.

How To Become A Master Innovator?: It’s about gaining the support to implement successfully*

Peter Drucker, the genius that contributed so much to management, reasoned that because the purpose of a business is to create a customer, the business enterprise has two, and only two, basic functions: Marketing and innovation. Jack Trout, who has written a number of business classics, wrote an interesting article on the marketing function. He offered a four step-process for getting marketing right. Central to the process is to find the differentiating Idea.

Why Customers Don’t Like You: And, what to do about it

The catatonic crowd in the packed waiting area begins to form a line. They’re tired and relieved to be getting on their way. In a super-perky voice, the gate agent then welcomes the Titanium, Topaz, and Teflon flyers and makes a big deal about them standing to the right of the rest of the crowd so that they may cross over a red bathmat before showing their boarding passes.

“How Can I Sell When I’m Not The Lowest Price?” :4 key strategies

First, let’s start with this premise: “Low price” is not the main reason people buy! In every survey of buying motivations I’ve ever read, low price is never the primary motivation. Yes, it’s important. And, when everything else is equal, it will be the deciding factor. However, very rarely is everything else equal. And very few people in this world buy only on the basis of low price. How many of you are driving used Yugos? Or wearing a suit you bought at a garage sale? Or watching an 8-inch black & white TV?

How To Help Sales Managers Successfully Coach After SKO: Sales coaching guidelines

In this second part of our post-sales kickoff meeting (SKO) series, we’re talking about how to make sure all that great sales coaching your preached about during SKO actually gets implemented. We’re diving into how to tell if your sales managers are even good sales coaches, how you can give them the right boost, and how to track their success. In case you missed it, part one covered how to make sure your sales representatives have the right tools they need to succeed.

What Awesome Sales Coaches Do Differently: 6 key techniques

Wouldn’t you love to have a team of awesome sales coaches? Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven’t been taught how to properly coach their staff. If a sales manager could transform into an elite, top-level sales coach overnight, the impact on sales results would be outright amazing! You’d be known as a great sales leader and the envy of colleagues.

The 3 Powerful Words Of Amazing Customer Service: It’s - ‘try it now’

I recently had the good fortune to meet Frankie Saucier, the former director of social media customer service (also known as social care) for a major cable company. When the cable goes out, upset customers call, email, tweet, post on Facebook, etc. her cable company for two reasons. One, they want to express their complaint and anger. Two, they want to know when their cable TV will be fixed.