Customer Loyalty

/Customer Loyalty

Objection Handling

By | 2019-05-30T09:43:11-04:00 May 30th, 2019|Customer Loyalty|

WHY IS OBJECTION HANDLING IMPORTANT? Because it’s rarely the case that a prospect becomes and remains a customer permanently without voicing some concerns, Objection Handling is a vital skill for both sales and any account management role. As it relates to Customer Success Management, Objection Handling is as much about proactively identifying potential objections and mitigating them, as it is about handling them when they arise, and even converting potential detractors into promoters. WHO NEEDS [...]

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Quantitative and Qualitative Data: A Recipe for Knowing Customers

By | 2019-05-09T21:42:20-04:00 August 7th, 2018|Customer Loyalty|

Knowledge is power. In the B2B subscription economy, we expand on this and say something like: Knowing our customer allows us to help them be successful, which keeps them engaged, and leads to higher customer lifetime values. Whether it’s power or profit that we seek, the importance of knowing our customers isn’t up for debate.  Without knowing them, we can’t assess how successfully their adoption of our product meets their needs. The challenge we face [...]

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The Definition of Customer Loyalty – Part 2

By | 2019-05-09T21:42:21-04:00 June 14th, 2018|Customer Loyalty|

According to Merriam-Webster, loyalty is: unswerving in allegiance faithfulness to a: cause, ideal, custom, institution, or product. This all boils down to constant support and manifests itself in countless ways depending on the context. If you’re a B2B SaaS company like us, we hope our customers share our vision, support us forever and are “faithful” to our product. We can’t minimize what goes into fostering loyalty. It surely doesn’t happen overnight. Company-wide intentionality comes into play. [...]

The Definition of Customer Loyalty – Part 1

By | 2019-05-09T21:42:21-04:00 June 7th, 2018|Customer Loyalty|

According to Merriam-Webster, loyalty is: unswerving in allegiance faithfulness to a: cause, ideal, custom, institution, or product. This all boils down to constant support and manifests itself in countless ways depending on the context. If you’re a B2B SaaS company like us, we hope our customers share our vision, support us forever and are “faithful” to our product. We can’t minimize what goes into fostering loyalty. It surely doesn’t happen overnight. Company-wide intentionality comes into play. [...]