Using Voice of the Customer to Improve Your Sales Process

What is the common element in the following business challenges?

• A $100 million dollar medical equipment company has no data to explain their growth, so they don’t know what to do to keep growing.
• An information products company can think of dozens of things to change on their website, but doesn’t know which ones will increase sales conversion.
• A scientific instrument company knows a great deal about their technologies, but has trouble knowing what will get traction with salespeople and customers.

The common element is a lack of knowledge: What would create sufficient value to cause customers to buy more? What would Read more

Unshackling the Voice of the Customer

Voice of the Customer (VOC) programs have been hampered and shackled for too long. A major improvement caused by taking a Six Sigma style approach to sales and marketing comes by causing people to focus on and understand what kind of assistance their customers and prospects want and need as Read more