Why Reps Can’t Sell. It’s the (Selling) System, Stupid!
Article by Bob Thompson on April 17, 2014
Two words for sales reps trying to get time with Pete Sattler, CIO of International Flavors & Fragrances: Lotsa Luck. You’ll need it, because you won’t get past his defenses aimed at avoiding time-wasting reps that pitch …
Measuring an Easter Egg Hunt
Blog post by Chip Bell on April 17, 2014
A good friend once told me that using quantitative metrics to assess a qualitative experience was a bit like trying to drive a nail with a B flat. Now, there is nothing wrong with B flats. Mozart …
Words Decision Makers Love to Hear
Blog post by Jill Konrath on April 17, 2014
Decision makers don’t care about your porduct’s speed, specifications, or efficiency. They don’t care about the wonderful methodology you use. Your offering is simply a tool. They care only about the results your offering delivers for them. …
The Unforgiving Brits: Unhappy Consumers in the UK Punish Poor Service More Than US Consumers
Blog post by Colin Shaw on April 17, 2014
According to new research from New Voice Media, UK consumers are more likely than US consumers to drop an organization due to poor service. By defining that over $20 Billion in revenue is transferred due to bad …
Six Simple Ways to Measure Owned, Earned and Paid Social Media ROI
Blog post by Danny Brown on April 17, 2014
There’s a popular misconception that it’s difficult to use targeted metrics to measure your social media ROI. Not true. Nor is social media only good for measuring an increase in brand awareness, although that’s definitely a measurement …
Great Retail Greetings: A Win for Customer and Culture
Blog post by Adam Toporek on April 17, 2014
We’ve written previously about the concepts of primacy and recency. They dictate that in any encounter we tend to remember what happened first and what happened last. As customer service professionals, we know that first impressions matter, …
5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing
Blog post by Dan McDade on April 17, 2014
In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline, which was published by DemandGen Report. In the article I assert: “A healthy, driven inbound marketing department is great, but over-reliance …
Motivate and Retain Your Sales Reps
Blog post by Trish Bertuzzi on April 17, 2014
Late last year, Steve Richard and I had an idea for new research. This would be the third collaboration between The Bridge Group and VorsightBP (after Sales Speaks and Mythbusting Millennials). Our intent was to survey sales reps, front-line …
What Makes Your “A” Players So Great?
Blog post by Drew Zarges on April 17, 2014
If identifying top performers was easy, sales leaders wouldn’t be so worried. But the “gut check” test is flawed. When we ask most sales leaders about common “A” Player traits, they stumble. We hear comments like “always …
Do customers need more empathy
Blog post by Jodie Monger on April 17, 2014
Do customers need more empathy? How do you know? The 29 Quality Assurance Mistakes to Avoid e-book and self-assessment includes the question “Do you include the customers’ rating of agents’ empathy to their situation as part of your current quality process?”