Customer loyalty is crucial to the success of a business, no matter what size. Any business owner knows that it’s better to encourage customers to return rather than always looking outwards for new business, as acquiring new customers can cost 500 per cent more than retaining them. However, loyalty is not created as a simple
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Tag Archive for Finding and selling to customers
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A beginner’s guide to sales prospecting
by Owen Gough • • 0 Comments
Prospecting is an essential part of an efficient sales process. In the traditional sense of the word, prospecting meant sifting through silt and dirt for nuggets of gold and other precious materials. Now, in the world 21st century business, we’re sifting through piles of leads to find the ones that are most likely to turn
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Procrastination is costing European business millions in revenue
by Owen Gough • • 0 Comments
New research, based on analysis of a proprietary database comprised of billions of sales interactions, that calculates the true impact of procrastination on business-to-business sales, from InsideSales.com. The conclusions challenge a foundational tenet of conventional sales wisdom and calls for companies to rethink their deal closing strategies. The study reveals that end-of-month selling behaviours common
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HR tips for small business leaders (in growth mode)
by Owen Gough • • 0 Comments
Every firm starts somewhere. Not too long ago even Facebook, now some 17,000+ employees strong, was just Mark Zuckerberg and a small cohort of believers. Regardless of how amazing your product is, the success of your growth story will largely depend on your people power. Before you begin ‘operation: expand’, commit to nurturing a healthy
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The end of shopping around? Engaging in the customer experience
by Owen Gough • • 0 Comments
As new online research finds online fashion shoppers’ rarely look beyond three favourite stores, with youthful shoppers least likely to shop around, retailers must look beyond price – to deliver a highly relevant, tailored experience. Conventional wisdom tells us that the internet is where consumers go to look for bargains. It’s where they shop around
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Customer Service: Why doing it right is vital to business success
by Owen Gough • • 0 Comments
Customer service should be at the heart of every organisation. But clearly this is not the case for all businesses if the 2016 Aspect Consumer Experience Index is anything to go by. According to the survey, 58 per cent of people surveyed feel under-appreciated by the companies they do business with. For any business, the main
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Amazonian Fear? Don’t go at it alone!
by Owen Gough • • 0 Comments
With the recent announcement of Amazon.com purchasing Whole Foods there is much to read today. The potential, the impact, the reality and the fear from this is great. The quote from Christopher Mims in this weekend’s edition of the Wall Street Journal was sobering. ‘The impact of all this is clear: Existing businesses that can’t
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The time for customer-centric and responsible sales practices is now
by Owen Gough • • 0 Comments
As a results of news stories regarding Lloyds and Wells Fargo, the need for customer-centric and responsible sales practices have risen to top of mind. The rise of digital banking and increasingly stringent regulatory requirements has resulted in some retail banks considering sales driven growth as a framework for boosting their top lines, and some
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How a customer relations management system can help your business
by Owen Gough • • 0 Comments
Whilst the term customer relationship management may seem a little daunting it needn’t be because it is just a process that you can set up in your business. CRM is a combination of processes, people and technology that helps you to understand your customers, that brings a joined up approach to focusing on retaining and
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Five tools to boost your online sales
by Owen Gough • • 0 Comments
So you’re building a business. You’ve got a lot of the hard work out of the way – you’ve got a name, a catchy tagline and you’ve even put together a beautiful website. Better yet, you’ve got an audience ready to part with their hard-earned cash for your product, and all you need to do
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