ISSUE SEVEN | DECEMBER 2011

Use your energy where it counts

Sales performance spotlight

It may be true that only what gets measured counts. Yet not everything that’s measured is always valuable. Over-measuring can waste time and bog you down in time wasting processes. Learn from World-Class Sales Organizations. Put your energy where it counts

Sales performance metrics should be aligned with your business objectives.

In the 2011 Miller Heiman Best Practices Study, 89 percent of World-Class Sales Organizations* (WCSOs) reported that their sales performance metrics are aligned with their business objectives, compared to only 38 percent of the rest of respondents. Read more…

Critical Tips:

Adam Metz’ best seller ‘The Social Customer’

Adam Metz’s second book, The Social Customer, has been out for a few weeks, and it’s already hit the Number 1 position on Amazon’s internet marketing and customer service charts.

"The social customer is your NEW customer. And if you don’t recognize it, they will be someone else’s new customer. “JEFFREY GITOMER, author of The Little Red Book of Selling and Social BOOM!

"This book connects two key dots in the customer equation: knowing why your customers uniquely do business with you and taking actions that cause them to repeat that choice more frequently."
 RICH BLAKEMAN, sales vice president, Miller Heiman

Clients and online fans prize Adam Metz for his understanding of what makes both companies and their customers click - and how social media can get them in sync and drive revenue. In The Social Customer, he teaches you all you’ll need to know to transform your business - not just on the web but across the board.

Even if Facebook and Twitter were to disappear tomorrow, these are the fundamentals that will always apply - whatever the technology and whatever the social media. Put a copy of The Social Customer in your Christmas stocking and let it super-charge your company’s revenue and customer service.

Create a Competitive Edge for 2012 – differentiate

We cannot over emphasise the value of differentiation. A successful differentiation strategy can help you overcome price competition and sell on value.

Download this paper to gain actionable advice for differentiating yourself to meet the needs and motivations of your prospects.

  • Part 1. Differentiate Yourself: Real World Advice. Customers are finding it more difficult than ever to tell the difference between you and your competition. As industries become increasingly commoditized, competitors simply look more and more the same.
  • Part 2. Using the customer... to set goals. It may be a matter of detail, but the way you state your goals – by thinking with your customer’s mind – helps you achieve more than if you express your goals with an outsider’s perspective.
  • Part 3. Competition? What competition? There’s nothing wrong with knowing your competitors personally. In fact, any information you can gather about the sales situation can be a benefit to you in solidifying your position. Read more…

Find out more about using your energy where it counts. Talk to Stephen Newman on: Telephone: +44 (0)1923 818 967 email: info@critical-moments.com or visit: www.critical-moments.com