When the Harvard Business Review published data that suggested sales is not about building relationships, a lot of salespeople scratched their heads. For decades, sales was all about relationships, and we’ve all been trying to explain how to bring relationships...
1. Understand Your Customers Understanding your customers is essential to establishing and maintaining relationships that deliver returning revenue as well as up-sell and cross-sell business. The best way to get to know your customers? Track them. Don’t wait...
Upselling existing accounts to generate new business is one of the most difficult sales techniques because it combines two profoundly different skills: sales and customer success management. A rep who can successfully upsell without sounding obvious or contrived is a...
In the past year, customer relationship management on social media sites, such as Twitter, has dominated the conversation around customer service. However, social media is just as vital for the customer experience as it is for managing the customer relationship. A...
Personalize Your Delivery Show your customers that you think about them. If you know your marketing team is sending out generic emails to all customers, or that your support team sends automated ticket receipts, reach out with a personal note. Tell them that you think...
InsideView today released a press showcase of our Private Connection Cloud, which is essentially an extension to standard InsideView Connections. The Private Connections Cloud allows InsideView customers to connect their personal, private connections with other...