In today’s volatile and uncertain business climate, we must understand our customers and how they make buying decisions. Think about the changes we have experienced since the pandemic. No wonder many senior leaders are tired and can’t find another hour in their day.
Some challenges we have all faced include the following:
Health concerns due to the pandemic
Supply chain interruptions
Work from home and isolation
Labor constraints
War in Ukraine
Increased order volumes
Inflation
Pressure on our gross margins
In many cases, what has always worked in the past is not working today.
Organizations that capture the voice of their customers and leverage those insights into new strategies and tactics profitably scale in any economy.
One company captured the voice of their customers during Covid and found the criteria their buyers were using were different than how they made buying decisions in the past. We updated their sales and marketing messaging and added the new criteria, and within months their revenues were setting records that surpassed pre covid revenues. Today they are running three shifts, sales continue to grow 165% prior, and their new 100,000 square foot addition to their plant will be completed in April.
Do you need insights to drive explosive profitable growth in your organization?
At a recent conference on how to scale your organization profitably, best-selling author Vern Harnish shared, “voice of the customer is the diet for every CEO to help update strategy. “
How does your team capture the voice of your customers today?
Could the voice of customer research help your team identify and launch new innovative products and services?
Who should own/understand the voice of your customers? ( hint, it’s not sales!)
We serve dynamic markets today. How buyers buy today is much different than how they purchased 5 to 10 years ago. How buyers buy tomorrow will likely change as well. Market-leading organizations understand the importance of capturing your customer voice today and leveraging what they learn to increase sales and profits.
I wrote an eBook on how to leverage the voice of customer interviews to grow sales, and you can download it for free on my website, https://otbsalessolutions.com/voc/ .
Are you interested in learning more?
My blog shares 17 reasons why we need to capture the voice of our customers, and you can access the content at this link https://otbsalessolutions.com/17-benefits-of-voice-of-customer/.
If you would like help updating your strategy to leverage customer insights to drive explosive growth, let’s chat.
Developing Strategy Without Customer Intel is Criminal!
