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The Inflexion-Point Blog: VALUE SELLING STRATEGIES

Avoiding death by stovepipes [guest post]

Posted by David Jackson - Guest on Tue 25-Sep-2018

As anyone who has worked with me or read my articles, I am passionate about ensuring that sales and marketing are aligned in a common cause. But that's not enough: We need to ensure that marketing, sales and customer success are all working together to improve lifetime customer value.

I am delighted to invite David Jackson, CEO of TheCustomerCo - a widely recognised expert in the area of customer focused organisations and the former CEO of Clicktools (an Inflexion-Point client) to share his perspectives on the subject.

Working with Management Today magazine, David introduced and managed the UK Service Excellence Awards (subsequently renamed UK Customer Experience Awards) and is the author of 'Dynamic Organisations' and 'Becoming Dynamic', both published by Macmillan. Avis CEO Alun Cathcart described David's work as "essential reading for all those who lead organisations in the 21st century".

Over to you, David:

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What Sales could learn from Customer Experience

Posted by Bob Apollo on Thu 10-Sep-2015

I’m very grateful to Bob Thompson of CustomerThink for hosting a very stimulating round table with a group of the UK’s leading customer experience consultants yesterday. It was fascinating to hear what today’s best-in-class organisations are doing to create exceptional customer experiences - and somewhat galling to recognise how much room for improvement the rest of us have.

The essence of sales is surely (or ought to be) all about the quality of the buying experience, and there is clearly a great deal that those of us whose primary focus is on acquiring customers can learn from those whose business is primarily about retaining and developing customers…

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