#modernselling

Sales outcomes improve when sellers stop guessing and start identifying who they are speaking to. Ashkan Rajaee explains why this shift matters.

There’s something powerful about a pitch that doesn’t beg for attention but earns it through timing and relevance. That’s what TDZ Pro builds.

TDZ Pro doesn’t just organize your pipeline. It teaches you how to move people through it without making them feel sold to.

The finish line isn’t where you push harder. It’s where you guide smarter. TDZ Pro proves it.

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Josh Erd Modern Sales Effectiveness In order to be effective in modern selling, an organization the following must be the overarching goal. 1. The lack of alignment between sales, marketing and service to provide a customer-centric focus on growing and maintaining current customer base. I believe all internal processes need to be focused on this overarching goal.2. Organization Executive Leadership will align marketing, sales and customer service leaders around the sameobjectives, and use the same metrics to guide behavior and award bonuses.3. Utilize social media information to enable marketing increase sale opportunities. An example of this would be if a customer posts negative feedback about the company on a social media site, alert customer service to proactively contact the customer. If that same person posts negative feedbackabout a competitor, pass along a potential lead for sales.4. Create a chief customer officer role with responsibility formaintaining a customer-centric point of view across the marketing,sales and service functions.5. Marketing will tailor and integrated the customer experience to mirror the commitments made by the selling organization to customer service to ensure the delivered product is satisfactory to customer standards. 6. Work to gain a better understanding of customers by bridging existing internal data and external data.7. Proactively reach out to customers and ask which information channel they prefer to interact in, such as face-to-face or digital, and then develop and apply a customer treatment model that matches each customer’s preferred buying behaviors.8. Tailor personalized messages to customers across marketing, sales and service and ensure message consistency across all customer touchpoints.9. Proactively address customer experience issues that could harm loyalty at all touch points to help reduce churn.10. Target and solidify customer loyalty to move a larger percent of thecustomer base toward trusted partner status.Modern selling continues to evolve. Organizations that focus on a customer-centric approach will win.