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TV SalesChats / Sales Management / Jul 14, 2016 / 612 

#SalesChats #16: Customer Advocacy with Joel Capperella

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#SalesChats Ep.16: Customer Advocacy with Joel Capperella

As leading marketing consultant and author Joel Capperella explains, customer advocacy is not, as it would first appear, something designed to serve the seller. To work well, it must actually be customer-centric and customer-focused.

Salespeople that really inspire customer advocacy are those that go well out of their way to ensure that the customer is served above and beyond the simple provision of a product or service. The salesperson sees to it that the product or service is up and running after it is sold, and cares for the customer for the life of the product or service. The rep also provides help to the customer in ways that have nothing to do with the product or service.

Questions discussed:

Q1: What does Customer Advocacy mean and why is it important for #sales?

Q2: What’s the best way to create true Customer Advocacy?

Q3: What does an engagement process look like in order to ensure effectivity?

About Author

Joel Capperella helps companies get crazy amounts of awareness, a bigger pipeline, faster revenue, and empowers sales enablement transformation. He has over 20 years of strategic marketing execution in the enterprise software, SaaS and technical professional services and has worked with companies of all sizes. From juggernauts like SAP and Oracle, to small startups with new injections of cash.

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