Customer objections: how to handle them properly (and ethically).
Customer objections are probably the single toughest part of a negotiation, but they are also the richest in opportunity.
Passing the Baton of Value: The Distribution System and Customer Satisfaction.
In a context of larger and larger globalized markets that require strong and widespread local presence, distribution systems – whether they are dealer networks, authorized resellers, representative warehouses, branches, or similar structures, play a fundamental role in the success of any business.
How to design your field sales.
A good salesperson should be out in the field, visiting clients, knocking on new doors-in short, pounding the pavement. But who should they call upon, and how often? How can they avoid wasting time or making fruitless visits? Here are some useful tips for planning an effective field sales tour that will help you optimize your schedule and achieve results.
An enquiry on the value of the customer
Customer targeting is one of the most strategic activities that can help you define objectives, plan and schedule activities, manage time effectively and, overall, achieve results. Let’s now discuss how to understand the nuances of customer value.
Internationalization-related stress: tips for selling abroad
As a result of the crisis amongst companies, the desire for internationalization has increased. There are some precautions you should consider when approaching a foreign market.
A short journey in search of communication responsibilities
In a conversation, are we sure that we can ‘delegate’ the success of the information exchange to the person on the other side of the conversation? Let us try to think together about the issue of responsibility in communication.
Customer Journey : a journey throughout the customer experience
Thanks to a successful customer journey that companies and professionals can create value for their clients, allowing them to fully and personally experience the quality of their offers
Live Chat Customer Service
Live chats represent one of the cheapest and most powerful instruments to make direct contact with customers, and for this reason companies whose main focus is on customer service have introduced them among their channels. But are we sufficiently prepared to deal with this kind of tool?
Business evolution: we do not live on profit alone
How to analyze business evolution, grow our organizations and promote professional activities following the Maslow’s Pyramid.
Segmentation: changing consumers and purchasing choices
We learn to profile our customers in an unconventional way.