Do You Need Voice Of Customer Research?

customer research

Do You Need Voice Of Customer Research?

In a recent post we introduced the power of voice of customer work. We serve dynamic markets that continue to shift and adjust. Market leading organizations tune into those adjustments and realize profitable sales increases. Does your team need voice of the customer research?

Do you need voice of customer research? from Pat Altvater on Vimeo.
The leading reason why sales growth stalls or even declines is a change, a shift that has gone un-noticed by your team. This results in your value proposition being dated. When sales teams lead with a dated value proposition, it no longer resonates with buyers and the only thing buyers can use to differentiate possible suppliers is price.

How do you know if you need to conduct Voice of the Customer research?
Have your sales stalled or declined in the last 12-24 months?
Have you experienced a decline in average gross profits over the past 12 months?
Did your team lose one or more key accounts over the last 24 months?
Have you lost one or more of your sales team superstars in the last year?

If you answered, “yes” to one or more of the above you need to quickly capture the voice of your customers today.

You need to understand the following…
Why do customers buy from you?
Why don’t customers buy from you?
What does the buying journey look like for your buyers today?
What criteria must your buyers have to make buying decisions today?

Once you capture your current customer voice, you can adjust your sales process and create new sales tools to help sales close more sales profitably. Your team will realize sales increases and many other benefits of voice of customer work.

Once you capture your current customer voice, you can adjust your sales process and create new… Click To Tweet

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