BLOG ROUNDUP FROM THE SELLING POWER BLOG To Fill Your Sales Funnel, Focus on the Customer Life Cycle
JEFF SEELEY CEO
CAREW INTERNATIONAL
As sales and marketing leaders, we need to give our time and attention to an emerging conversation: the call for more focus on expanding the customer life cycle, versus acquir- ing new business, as the means to fill the sales funnel. Obviously, both sales revenue streams are critical, but there is fresh focus on under- standing and expanding the customer life cycle as a means to put more convertible sales opportunities into the sales funnel. We all know acquiring new business is far costlier than retaining existing customers.
According to recent statistics compiled by Invesp, the cost of acquiring a new customer is five times greater than the cost of keeping an existing customer. Perhaps more com- pelling is the data that speaks to the dramatically higher conversion rate and profitability from existing customers. Read More >
FROM THE SELLING POWER BLOG How Agile Selling Leads to Better Results
MICHELLE VAZZANA CEO VANTAGE POINT PERFORMANCE
Once upon a time, sales organizations had very little organizational structure. Then sales teams discovered the power of sales methodologies. These became de rigueur as sales leaders adopted the idea that there is a “best” way to sell. (Naturally, sales training com- panies filled the void – offering myriad expensive, specialized programs showing the path to sales nirvana.) Along the way, customer segmentation became a requirement and salespeople changed their selling approach – slicing and dicing customer groups with demographics like industry, size, revenue, and so on. Recently, buyer personas have become trendy, requiring lots of specific data around the buyer’s role and motivation, in addition to other demographics. Sales leaders and sales reps everywhere these days have been buried in new data, collateral, approaches, and so on. Yet sales performance continues its steady decline. Read More >
FROM THE SELLING POWER BLOG Three New Selling Skills You Need to Win with Buyers
ANDREA GRODNITZKY CMO
RICHARDSON
Why does it make sense for salespeople to develop new skills? To start, consider three facts about the current state of buying and selling. Customers have an increasing number of buying options and, therefore, face more complexity in the decision process. More buying decisions are unfolding behind closed doors, leaving sellers in a poor position to shift buyers’ assumptions and existing beliefs. Skepticism among buyers is increasing: A study of 33,000 people revealed that trust
across major institutions, including business, has dropped by 37 percentage points in the U.S., according to the Edelman Trust Barometer. Sales professionals need new capabilities to properly face these challenges. Here are the current skills sales professionals need – and how to implement them. Read More >
SELLING POWER MAY 2019 | 17 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39
