‘Organizations filled with people who take the time to understand the needs of buyers they wish to reach, and then develop information to educate and inform those buyers, are more successful than organizations that just make stuff up.’
‘Marketing needs to be the buyer expert, not just the product expert.’
‘Marketing generates attention of the many people who make up a buyer persona, whereas sales communicates with one potential customer at a time, putting the buying process into context.’
‘Educate and inform instead of interrupt and sell.’
‘Smart companies understand that people have choices of whom to do business with, and they are transforming the way they sell and service to customers.’
‘Great service means more repeat sales and happy customers sharing their experience, which results in faster growth for your company.’
‘Customer service is how an organization helps customers before, during, and after a purchase and can range from customer support and handling complaints to professional services that enhance a product experience.’
‘When a company delivers a fantastic experience to the market, it serves as the best sales strategy there is.’
‘Each time you email a customer, you should be providing content of value. You should always be giving more than you are taking in a relationship with a customer.’
‘Your salespeople should assume that they are the last place a buyer goes, not the first. They must assume that very little of their knowledge is proprietary. They need to facilitate the sale, not control the information.’
‘While marketing is the provision of content to many potential customers, sales and service are now about the provision of content to buyers one at a time based on their needs.’
Source:
David Meerman Scott (2014). The New Rules of Sales and Service: How to Use Agile Selling, Real-Time Customer Engagement, Big Data, Content, and Storytelling to Grow Your Business
You must be logged in to post a comment.