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AIM Archives - Tag: everyday VOC

Why not turn your sales force into a learning force?

Dan Adams |
Professional Group

Your B2B customers have a long list of problems to be solved. But it’s not their job to carefully explain each one and deliver it gift-wrapped to your solution providers. It’s your job. When your sales professionals probe deeply and capture customer needs uniformly in your CRM, you’ll gain unprecedented market insight. And by probing well, your sales team will sell more. We call this Everyday VOC.

More in Everyday VOC white paper, www.EVOCpaper.com

What’s ‘filtering out’ customer needs, so that your R&D misses them?

Dan Adams |
429-Filter customer visits

Every one of your B2B customers has needs… problems to be solved. What’s filtering them out, preventing your solution providers from understanding them? 1) Poor listening skills when your employees meet with them? 2) Few probing questions? 3) Haphazard call reports? 4) Weak CRM datamining? You can change all this when your customer-facing employees use Everyday VOC.

More in Everyday VOC white paper, www.EVOCpaper.com