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5 Ways to Align Sales and Customer Success Goals

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It’s no secret that your sales efforts, and the target audiences you're trying to reach, don’t always see eye to eye. This disconnect is quite common, regardless of the size of your business. Fortunately, there are several remedies to alleviate the miscommunication.

So, for your consideration, here are five tips to leverage the relationships with your customers and restore the balance of sales and customer success aims.

1. Showcase Customer Successes

Whenever you do a good job for your customers, they will sing your praises. Use this as motivation for your sales team to do an even better job the next time around. Leveraging customer success stories boosts morale and incentivizes the process for both employees and clients.

2. Prioritize Social Selling

Establishing a personal relationship with key demographics helps to enhance the selling process. This is why great salespeople know that creating meaningful connections online translates into increased sales in real life. The best way to establish this is by finding a common ground or shared experience to then build upon.

3. Streamline the Process

When moving customers further down the sales funnel, it becomes easy to complicate the process for both the sales team and the customers they’re trying to help.

Once a sales relationship is properly nurtured and ready to be handed off to the next phase, it’s your responsibility to make sure any and all questions are answered and everything has been done on sales’ end to facilitate a smooth transition.

4. Personalize the Sales Pitch

Once it comes time to finally deliver the punchline in your sales pitch, so to speak, this when you need to provide as much of a tailor-made experience possible. Keep running notes of past interactions you can use to recall unique information or anecdotes. Serve as a liaison between the customer and the product or service that interests them.

5. Be the Help They Need, Always

Even after a successful (or unsuccessful) sales pitch, keep the lines of communication open. Lend a helping hand to the best of your abilities. The longer you maintain a helpful and professional demeanor, the more likely you are foster a positive sales relationship with both current and future customers.

Whether it’s spotlighting customer success stories through testimonials or creating a sales funnel that’s easier for potential customers to navigate, there are plenty of excellent ways to increase cohesion between you and your customer. A little creativity, and plenty of due diligence, go a long way in establishing the kinds of relationships your sales team needs in order to thrive.

Sources:

http://blog.hubspot.com/blog/tabid/6307/bid/20028/10-Consumer-Behavior-Secrets-to-Grow-Your-Sales.aspx

http://www.ringdna.com/inside-sales-glossary/what-is-b2c-sales

http://www.forbes.com/sites/sap/2014/09/12/the-science-of-social-selling/#5e8e128733e3

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