Tag Archives: abundance

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Customer Sales Funnel

Customer Sales Funnel Feels Easy

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Many people make their living in sales. Often those who are not in a sales profession don’t realize how much they sell. I don’t mean quantity, I mean the activity of selling. Do you understand the customer sales funnel?

A sales funnel, also sometimes known as the sales pipeline is jargon for having many opportunities that eventually result in a closed sale. People are always selling. They may be selling their ideas, their thoughts, or an alternative direction.

Large Funnels

For everyone, sales professional or not, having a large funnel or an overflowing pipeline often feels good but it may also be deceptive.

Have some of my M&M’s, I have a five-pound bag.

My apple tree is loaded, stop by and pick some.

We just lost that sale, but no worries there are hundreds more in the pipeline.

Abundance and Complacency

Abundance may cause comfort, and with comfort comes complacency.

What is often not realized or forgotten is the scarcity of abundance. Having a sense of urgency or the realization that the funnel is nearly empty is much more productive.

The customers that you’ve talked to, the ones who have expressed interest, the quote, the sale coming next week, or the special of the month are not guaranteed. A big pipeline, the large funnel, signals that things are coming, until they don’t.

The pipeline is dry.

My funnel is nearly empty.

How do I get more sales?

Customer Sales Funnel

When you have many ideas, it seems like the possibilities are endless, so there is no need to spend energy on ideas. When your email inbox is loaded with new messages, your telephone always buzzing, and people seeking what you have your chance for complacency are much higher.

Five pounds of M&M’s are many, share some, and a loaded apple tree is a great problem, give some away.

Assuming things will always be this easy is a mistake you don’t want to make.

– DEG

Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.

Dennis Gilbert on Google+


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customer service value

Difficulties Are Customer Service Value

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Habits are the basis for most of our work. Individually or organizationally, we tend to be creatures of habit. If we want to improve, we know the story of replacing bad habits with good ones. Do the challenges we face really create customer service value?

The path of least resistance may be the easiest one to follow. It may also be the most crowded.

Easy or Difficult?

Most people probably go for the low hanging fruit. It is the easiest to pick, uses less energy, and it may produce more than what we need or can consume. Organizations love low hanging fruit, and will pick it all day. They often end up in the path of the many.

It is hard to sell in a crowded market. Unique feels risky and is harder work, but it is probably where there is the most value.

When your business does more than what is average, more than where the crowd goes, and pursues beyond the low hanging fruit it may become unique.

In a service-based economy, where do you want to be positioned? It seems that standing out in a crowd may make the most sense.

Customer Service Value

The customer experience you create likely won’t provide great value when it is just like all the rest. Having exceptional levels of service will not be the path of least resistance, it is not picking only the low hanging fruit. Standing out will take resources, time, and will be difficult to maintain.

When we consider what is the most valuable, it is probably connected to what is scarce, not abundant. Being average is easy. It is plentiful and abundant.

Habits form the basis for our work. They are directly connected to the culture. If you want a culture that thrives in a service economy, you are going to have to be unique.

When you do the difficult work, you’ll stand out from the crowd. You may also be recognized as highly valuable, not because you are one of many, but because you are scarce.

What do customers see in a service economy? They often see little need for loyalty in a market where there is abundance.

Competing on price is a model. So is providing the most value.

– DEG

Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.

Dennis Gilbert on Google+


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