I just enjoyed another provocative discussion with John Cousineau, founder of Innovative Information. His company develops breakthrough tools to help B2B companies predict and improve sales productivity.
John Cousineau, 2011.
In this post, you will hear:
Three things savvy B2B companies are doing to accelerate sales
How courageous companies plan for growth
The importance of analytics to accelerate decision making and how to "fail fast"
Over the past month, I attended three conferences. Each one brought together some of the greatest minds in B2B sales and marketing. Sadly, some of their presentations distracted us from their important messages. A chronic case of PPD (Pathetic Presentation Disorder) surreptitiously sabotaged their agenda.
When you can attribute a 20% revenue gain to a customer centric culture or program, you get noticed. And that's exactly what happened to several Voice of the Customer thought leaders during the annual Allegiance Engage Summit 2011 in Deer Valley, Utah.
Jim Bampos, VP of Customer Quality at EMC Corporation, was one of the show stealers--and for good reason. Unlike many companies who talk a good game about putting customers first, EMC can prove it.
EMC dances on the leading edge of the Voice of the Customer (VoC) movement.
Interview with Jim Bampos (listen time: 7 minutes)
VoC programs emerged from the market research milieu. This term describes the in-depth process of capturing a customer's expectations, preferences and aversions. Specifically, VoC systems produce a detailed set of customer wants and needs and prioritizes them in terms of relative importance and satisfaction with current alternatives. Highly evolved VOC program leaders also analyze and act upon free form customer comments from multiple sources, including call centers, salespeople, Twitter, etc.
