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The Center for Sales Strategy Blog

Why Post-Sale Service Matters to a B2B Salesperson's Success

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Today we have a guest post from Danny Wong. Danny is a marketing consultant, sales strategist, and writer. He does marketing at Tenfold, a seamless click-to-dial solution for high-performance sales teams. Connect with him on Twitter @dannywong1190.


As an effective sales professional, you can’t just close the book on clients after they’ve signed the deal, even if the bulk of the work then shifts to other departments. How your colleagues execute the post-sale experience has important implications for the company as a whole, as well as your relationship with the customer. What occurs during this phase can result in the customer being even more satisfied than before (including with their experience during the sales process), or it can derail what was otherwise a well-executed marketing and sales strategy.

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Topics: customer satisfaction, sales strategy, Sales

Top-Tier Service: 6 Ways to Improve Your Customers' Experience

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Customers aren't going to want to do business with a company that doesn't offer a great buying experience. No matter the type of business you run, you need to treat your clients right if you want them to remain in business with you and spread the word about your good reputation. Below are a few ways that you can improve the way your company interacts with customers.

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Topics: customer satisfaction, Sales

Pay Attention to Your Best Customers

Sales_Team2.jpgYour best customers are your competitors’ best prospects. At The Center for Sales Strategy, we have long said that it’s much easier to fill the bucket if it’s not leaking from the bottom. Many companies have an incredibly large need to go out and get new business every month—mainly because they are losing 33% or more of their current business.

It's true… and while new business is certainly one of the solutions for curing the problem of not retaining existing business, it’s really only a bandage. The problem of account attrition needs to be addressed and quickly solved. Churning through clients quickly and not getting any sort of renewal will fatigue your sales team. Over time, they will lose confidence in what they are selling. Just imagine the revenue growth you might be experiencing today if you did not have all that attrition—and you still had the same amount of new business coming in.

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Topics: customer satisfaction, customer focus, Management, sales strategy, Sales