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The Center for Sales Strategy Blog

4 Simple Ways to Capture Client Testimonials

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We all know how powerful testimonials and success stories are as a tool to open doors with prospects who don’t know you yet. But, capturing such information has traditionally been time consuming and difficult. How many times has a client promised to write a testimonial letter for you and then never did it? It's usually not because your client is insincere; more likely they just got too busy with other things that were a higher priority. Besides, who writes letters today anyway?

Topics: customer satisfaction referrals 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.

Topics: customer satisfaction customer focus Management sales strategy Sales

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.

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.

Topics: customer satisfaction Sales

The Magic Behind a Successful Key Account Growth Plan is You!

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‘Tis the Season! The Walmart countdown displays in the seasonal section of their stores were up and counting down before Halloween was over. That irks me for a number of reasons, but it also motivates me. I need to finalize my growth plans for next year… and so do you!

Topics: customer satisfaction key account growth Needs Analysis annual planning sales strategy Sales

What Makes You Valuable in B2B Sales?

Why Would Someone Want To See You Some say that salespeople are a dime a dozen. Basically, they have very little value.  On the contrary! In b2b sales, great salespeople can literally be worth millions of dollars to their clients’ business.

Topics: customer satisfaction professional branding valid business reason Sales

The Immense Power of Appreciation

The Immense Power of AppreciationYou should be jealous of me this week. I received an amazing thank you card from a client for whom I had created a custom sales meeting to help launch an important project. 

Topics: customer satisfaction customer focus business development business relationships Management Sales

The Ultimate Sales Strategy Weapon to Combat the Competition

Sales StrategyWe are all in search of the ultimate sales strategy weapon we can employ to deal with the challenges of price and product competition. And, at last, we may have actually uncovered it.

Topics: customer satisfaction business development sales strategy Sales

Sales Strategy: Lost leader, or lost cause?

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Topics: customer satisfaction customer focus setting expectations understanding target audience sales strategy Sales

Improving your sales performance! Is your message smart enough?

My question for you:  Is your message important enough and smart enough to sit among the many other priorities on this person’s smartphone?  

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Topics: customer satisfaction email using technology Sales