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Join us for an exclusive webinar with Jeb Blount, author of People Love You: The Real Secret to Delivering Legendary Customer Experiences. This book and author discussion is the second for the Social Business Book Club, brought to you by Wiley and Social Media Today. Talk to the author and ask questions pertaining to their book. People Love You: The Real Secret to Delivering Legendary Customer Experiences explains how delivering a legendary customer experience is the single most important competitive advantage across all industries. In People Love You, human relationship guru Jeb Blount offers a playbook for interacting with customers in a way that creates deep, enduring connections that withstand pressures in the marketplace.
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How to Make How to Make Customers Customers Love YouLove You
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Our Speakers
Tom Teicholz is an award winning journalist who has consulted to and created video and written content for Intel, The Museum of Tolerance, The Milken Foundation, Universal and Fox/TV Studios and whose work has appeared in The New York Times Sunday Magazine, The Daily Beast, The Huffington Post and PurpleClover.com. @TomTeicholz
Jeb Blount, CEO of Sales Gravy, is a leading expert on how humanrelationships impact account management, customer experience, leadership andsales. He helps many of the world's leading organizations accelerate revenuegrowth and profits through a focus on interpersonal relationships. Under Jeb's leadership, Sales Gravy has become a global leader in sales enablement solutions, including sales recruitment and staffing, sales on-boarding automation, custom sales training program development and delivery, and sales coaching. He is the author of six books, including People Buy You: The Real Secret to what Matters Most in Business, and was recently named one of the world's 50 Most Influential Sales and Marketing Leaders by Top Sales Magazine, and in a March 2014 Forbes article, as one of the Top 30 Social Selling Influencers in the world. @salesgravy
President and CEO of Sales Gravy, IncGrowth Enablement and Leadership StrategistBestselling Author of six books Top 50 Most Influential Sales and Marketing LeadersTop 10 Most Influential Sales Expert to Follow on TwitterTop 30 Most Influential Social Selling Experts
Sales Leadership Customer ExperienceSelf-Mastery
Clients Include: Microsoft, Lockheed Martin, Miami Heat, Boston Celtics, Sprint, Express Scripts, US Air Force, MIT, Morgan Stanley, Verizon Wireless, AT&T, ADP, Alaska Communications, PayChex
Each interaction with a customer creates an
experience that they will feel and remember. These
experiences are cumulative. Over time they become the foundation of long-term relationships and
loyalty.
3 Things You CAN Control3 Things You CAN Control
Your Actions
Your Re-actions
Your Attitude and Beliefs
Mastery over self has more impact on success in sales than any other element including raw talent, knowledge and skills.
What’s Love Got to Do With It
Customers are People
Customer Experience is Woven Into the Fabric of Imperfect Business Environments
Most Customers are Lost Due to Neglect
You cannot differentiate when everything looks the
same
People Are Under Intense
Emotional Pressure to
Avoid Mistakes
The Real Secret to Delivering Value
{If You Wish to Deliver Value, YOU Must Be Valuable}
Leverage the Pull Strategy
•Generic features and benefits, kitchen-sink-data-dump
•Leaves your customer feeling that you don’t listen and makes them feel unimportant
•Makes you look and sound the same as all of your competitors
Stop Pitch Slapping Your Customers
Managing The Buying Experience
Three Tiers of Problems
Strategic Partner
Order Taking
Trusted Vendor
Welcome to the NO PITCH ZONE
•Articulate value in context of what is most important to your customer.
•Be valuable across the entire enterprise.
•Deepen your emotional connections by demonstrating that you GET your customer and their problems.
People buy for their
reasons, not yours
Positive Emotional Experiences
Anchor People To YOU
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May 13th
IT vs. Marketing: Who Owns the Data? Who Owns the Platform?
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