consultive selling

Under-utilized CRM Ruins Customer Experience

CRM Customer Experience

If you’re not measuring sales engagement with customers using your CRM, then your speeches and slogans about the desire to create a compelling customer experience and build lasting relationships with customers by focusing on customer service are worthless. It’s not going to happen without holding the sales team accountable to specific measurement of the depth … Continue reading

Teaching Salespeople Empathy – Listening and Understanding Skills

Teaching Salespeople Empathy – We’ve all heard plenty about the importance of listening skills in selling.  Unfortunately, I think many sales trainers and salespeople misunderstand the intention and end up teaching and learning to be quiet and let the customer talk, without learning to really understand the customer.  If our focus is to truly help … Continue reading

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