BOLD Learning Nugget 32 - CX Innovation
If a regular reader of these learning nuggets you would have read an underlying theme where customer experience, be it B2C or B2B, we consider is a major battle ground for competitive advantage. As technology sales professionals helping customers to improve, transform or innovate their customer experience, especially in a mobile, digital first world is a crucial and highly profitable endeavor for successful sales outcomes. So what are some of the interesting innovations that
Learning Nugget 22 - How Customers Buy
"Real knowledge is to know the extent of one's ignorance." Confucius "Selfishness is not living as one wishes to live, it is asking others to live as one wishes to live." Oscar Wilde We become so intently focussed on our product and service centric sales process that we rarely stop to consider the customers buying process. More over we typically want the customer to buy in a structured way, follow familiar steps and have a clear and definable “buying criteria”. This is evid
Learning Nugget 14 - Uncompete
How do you spend most of your day, your week, your month, your quarter ? Would you mostly agree or even partially agree it is spent trying to figure out how to compete better ? Sound like fun? What if, however you did not have to compete ? Would that be a better investment of your time ? If you take 9 months plus to win an opportunity – by competing better – but you only win 30% of those you pursue, that’s a lot of effort for a low return. How many could you win, if there was
Learning Nugget 4 - Solving Wicked Problems
Ask yourself……what am I selling ? UCCaaS, Customer Contact technology, SIP trunks ? Trick question right, we know we can’t talk about products or services, we need to talk about capabilities, so of course we are selling business outcomes. But do you own or control your clients business outcomes ? The fact is you are actually selling change. Clients want better business outcomes, here’s the flow of better outcome achievement: I want better business outcomes (increased revenue
