The 5% Institute

MAY 22, 2023

In today’s competitive business landscape, it’s not enough to have a great product or service; you also need to understand and connect with your customers on a deeper level. This is where psychological selling comes into play. Emotional Appeals in Sales Emotions play a significant role in purchase decisions.

Sell 52

Sell E-commerce Technique Trust 52

Adaptive Business Services

DECEMBER 15, 2021

Instead, let’s talk about being different and, if you are perceived by your customer as being just that, your sales will increase dramatically. Becoming this will naturally lead to exceeding your customer’s expectations and this leads to sales, repeat business, and referrals. I talk about being R.U.M. Guess what?

Process 77

Process Sell Repeat business Referrals 77

Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. We brought Dinger back to the Vet to confirm our fear, and today’s article discusses a topic I don’t often write about, repeat business.

Repeat business 62

Repeat business Price Conversion Sell 62

SaaStr

MAY 5, 2024

Dear SaaStr: what are your thoughts on incentivizing reps to handle repeat business vs focusing solely on new business with an account management team for repeats (when you are still under $10m)? if you put sales on it, they will sell less net new and spend more time on renewals. Otherwise, you sell less.

Finance 73

Finance Repeat business Account management Sales 73

The 5% Institute

AUGUST 14, 2023

In the fast-paced world of business, establishing a strong connection with your customers goes beyond just selling products or services. Learning how to build customer rapport is essential for fostering trust, loyalty, and repeat business. It showcases your dedication to customer satisfaction.

Customers 52

Customers Repeat business Trust Technology 52

The 5% Institute

AUGUST 10, 2023

In today’s competitive business landscape, the art of selling is more critical than ever. It’s not just about persuading someone to buy a product or service; it’s about building relationships, understanding customer needs, and crafting compelling narratives.

Sell 52

Sell Drivers/motivators Technique Pitch 52

Salesmate

DECEMBER 8, 2020

Besides, there are even possibilities of repeat business and high-quality referrals that can acquaint you with lucrative opportunities. Businesses can easily trust you when they see the testimonial from renowned enterprises. Success is the sum of small efforts repeated day in and day out. – Robert Coller.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Salesmate

MAY 5, 2020

Sales and customer service were once considered completely different areas of business – divided into two different departments, each having different goals, objectives, and strategies. Traditionally, sales teams would bring in new customers, while customer service teams were expected to take care of them.

Service 110

Service Customers Cross-sell Repeat business 110

The 5% Institute

JUNE 19, 2023

In today’s competitive business landscape, customer service excellence has become a crucial aspect of achieving long-term success. The way businesses interact with their customers can significantly impact their reputation, customer loyalty, and overall growth.

Service 52

Service Customers Represent Customer Relationship Management 52

Miller Heiman Group

JUNE 4, 2019

Let’s start by considering how customer perception has evolved in the past few years. In the past, customer complaints needed to be either of great magnitude or multitude before they received any attention. In this brave new world, businesses who rise to the top are those who provide the best customer experience.

Service 96

Service Customers Repeat business Referrals 96

Lead Fuze

OCTOBER 20, 2023

Have you ever wondered how to effectively get customer testimonials ? A glowing testimonial can make potential customers feel like they’re missing out on something great – and nobody likes feeling left out. But how do you convince satisfied customers to take that extra step? star reviews.

Customers 52

Customers Trust Clients Niche 52

Eliminate Your Competition

SEPTEMBER 25, 2023

Staying top of mind with your customers and prospects is crucial for long-term success in B2B sales. This assurance resonates with customers, making them more likely to trust their suggestions. I regularly discuss that there are three things that each salesperson sells to every prospect: their product, their company, themselves.

Prospecting 52

Prospecting Customers Trust Clients 52

Hubspot

JUNE 21, 2022

According to research firm Gartner , 75% of B2B sales organizations will augment their traditional sales methods with guided selling solutions by 2025 to better connect with customers and drive conversion. But what exactly is guided selling, and how does it benefit your business? How Does Guided Selling Work?

Sell 67

Sell E-commerce B2C B2B 67

Lead Fuze

JUNE 30, 2023

Lastly, we emphasize the value of quick follow-ups and referrals in selling vision rather than just products while predicting future sales strategy trends to avoid seasonal goods. “Know your target audience, create an ideal buyer persona, and sell like a boss. Understanding who you’re selling to is key for success.

Sell 52

Sell Non-Profits Referrals Strategize 52

Miller Heiman Group

SEPTEMBER 23, 2019

For some sellers, that’s meant moving away from solution selling to a more aggressive approach, like the Challenger Sale model popularized after the 2011 book of the same name. Here are five reasons that a consultative approach beats the Challenger Sale for enterprise selling. But that is also an outdated depiction of solution selling.

Consult 85

Consult Sell Sales Repeat business 85

ConversionXL

JUNE 3, 2019

Has your company’s customer retention rate increased, decreased, or maintained the status quo over the past five years? Have you outlined and initiated a formal customer retention strategy? A study by Harvard Business School found that increasing customer retention by even 5% can increase profits by 25 – 95%.

Customers 82

Customers Non-Profits Profit margin Objectives and Key Results 82

Adaptive Business Services

FEBRUARY 20, 2019

Selling is not a “chicken or egg” riddle. In today’s world of social selling, this task falls into two disciplines … being found and finding. Both can be applied to recurring orders from existing accounts as well as referrals from these customers. Think of your best customers. Read on at Maximize Social Business ….

Sell 54

Sell Referrals Territory Repeat business 54

Lead Fuze

DECEMBER 31, 2021

Sales methodology is a set of rules for how you sell your products or services to customers. Its based on the way that you believe customer psychology works and offers guidance about what approach reps should take with clients, as well as what they say. The process of selling can be a lengthy one. Conceptual Selling.

Sell 52

Sell Consult Technique Sales 52

The 5% Institute

JANUARY 15, 2024

Enhancing Product/Service Visibility Investing in compelling product descriptions and using high-quality visuals can capture the attention of potential customers. Customer Engagement and Retention Building strong relationships with customers is essential for long-term success.

Drivers/motivators 52

Drivers/motivators Repeat business Cross-sell Trust 52

Veloxy

APRIL 12, 2023

This growth means that there will be an increasing need for skilled solar salespeople who can help homeowners and businesses make the switch to solar energy. But selling solar isn’t easy – it requires knowledge, skill, and persistence to convince customers to invest in this renewable energy source.

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

Closer's Coffee

MAY 29, 2019

Value messaging must revolve around the customer. In the old days before the internet a good salesperson could demonstrate value for the customer by describing the following about a product: · Functions. But now all of this information is available to the customer online so the salesperson must look for new ways to demonstrate value.

Sell 45

Sell Repeat business Clients Up-sell 45

PandaDoc

OCTOBER 12, 2020

It’s simple – if you know who you are selling to, there is a higher chance that you can offer them the solution that they really need. This is where customer segmentation comes in handy as an extremely powerful practice that can drive sales and improve your relationship with customers. What is customer segmentation?

Customers 59

Customers Cross-sell B2C Campaign 59

Martech

NOVEMBER 2, 2023

Optimizing the content to be visible throughout all customer journey points. Dig deeper: 3 steps to navigating the complex customer journey Leading the competition The key to capturing consumer attention is to avoid becoming part of the noise that consumers are overwhelmed with each day.

Repeat business 110

Repeat business Trust Start-ups Market share 110

Adaptive Business Services

DECEMBER 20, 2017

Some might also include cadence as a part of this process which will, among other areas, define the frequency of selling steps. Meet – Discuss customer needs, always in person, in order to determine if we have a potential match and, therefore, a basis for doing business. Use your eyes and ears to gauge customer reaction.

Process 54

Process Sell Referrals Cold Call 54

Adaptive Business Services

SEPTEMBER 29, 2021

One of the most basic tenets of selling is that you are going to have to figure out ways to stand out in a crowd. There are only three possible outcomes from any customer interaction. Repeat business. It’s selling without … actually selling. . I actually do think about my customers at 3 AM.

Repeat business 77

Repeat business Referrals Technique Trust 77

Highspot

SEPTEMBER 28, 2023

The Sandler Sales Training Method, or Sandler Selling System, offers a consultative way to build strong customer connections and demonstrate tangible value. You’re not just selling; you’re solving problems. Each consultative selling stage is captured in the seven compartments of the Sandler Submarine.

Repeat business 52

Repeat business Consult Contract Sales 52

The 5% Institute

MARCH 30, 2023

However, the truth is that every time you interact with a customer, you have the opportunity to make a sale. Whether you’re selling stamps, packaging materials, or shipping services, closing sales is essential for the success of your post office business. Finally, ask for the sale and close the deal.

Closing 52

Closing Objectives and Key Results Repeat business Strategic planning 52

Sales Pop!

FEBRUARY 15, 2024

Boosting Online Sales: 7 Creative Ways Leverage Social Proof to Build Trust Nothing persuades new customers quite like hearing glowing reviews from existing ones. Use tools like automated emails post-purchase, asking for reviews, or engaging with customers on social media to share their experiences.

Profit margin 52

Profit margin Click Through Rate Promote Repeat business 52

Veloxy

MARCH 23, 2023

Sales goals are broader, long-term objectives that may include other factors besides sales, such as customer satisfaction or brand recognition. Importance of sales quota to your business Sales quotas play a vital role in the success of any business.

Quota 246

Quota Profit margin Non-Profits Teamwork 246

Adaptive Business Services

JANUARY 24, 2024

Revenues are the lifeblood of your business. Nothing happens until somebody sells something. Better customer relationships. We not only want to secure new customers, we need to increase business with our existing clients. Focus on those prospects who are most likely to do business with us. By territory.

CRM 71

CRM Commission Territory Repeat business 71

Martech

DECEMBER 29, 2023

Dig deeper: The martech revolution: Making deeper customer connections in a digital world Before celebrating their week’s worth of booming revenue, brands should evaluate their tactics to prepare marketing campaigns to drive value for the entire next year. The real customer journey is an unpredictable series of twists and turns.

Trust 94

Trust Drivers/motivators Repeat business Sales 94

The 5% Institute

JUNE 28, 2023

One key aspect of driving business success is effectively selling your products or services. In this article, we will explore the concept of element sales and discuss strategies to enhance your sales performance, ultimately boosting your business growth. Element sales play a vital role in achieving this objective.

Manufacturing 52

Manufacturing Technique Sales Repeat business 52

Salesforce

JUNE 8, 2022

According to the Occupational Safety and Health Administration (OSHA) , companies that prioritize safety build trust with customers. This can lead to new business. The tools that businesses now have access to are helping them develop smarter strategies to keep their customers and workers safe.”.

Service 98

Service Cross-sell Appointment Electricity 98

The 5% Institute

JULY 7, 2023

In today’s competitive business landscape, driving sales is essential for the success and growth of any company. With numerous companies vying for customer attention, it’s crucial to employ effective strategies that can maximize revenue and ensure long-term profitability.

Drivers/motivators 52

Drivers/motivators Referrals Objectives and Key Results Repeat business 52

Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. Customers come first While you’re busy trying to meet your sales quota , remember to value the customer more than anything else.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Adaptive Business Services

MARCH 9, 2022

I switched to selling (I was working part time in retail) and I took an accelerated one-year course at the local community college. Custom electric signs … winner winner, chicken dinner! My preference is for new vs. repeat business depending on dollar value. I excel at educating my customers. Not my niche.

Niche 71

Niche Electricity Retail B2C 71

Engage Selling

OCTOBER 24, 2013

Let’s talk about customer loyalty, after all, you need a loyal customer first before you can up-sell and have them buy more, right? While customer loyalty does lead to repeat business and more sales, most people have the equation backwards. The top […].

Customers 48

Customers Referrals Repeat business Clients 48