At the 2015 Chief Sales Executive Forum, keynote speaker Bob Skea, Head of Americas at Dun & Bradstreet, shared his experience with using insights gained regarding customer relationships to create data-inspired growth and a better overall customer experience.

Some highlights:

  • Create a New Conversation – Target personas (CFO, CDO, CAO) and understand how that person goes about their day. Stop selling and start educating by helping the customer rather than selling them. Customers are demanding better business value.
  • Build New Relationships – Data trumps the classic relationship. Using analytics can improve both the sales motion and customer experience. This data can generate predictive targeting, allow for segmentation and prioritization, prevent attrition, and anticipate company growth.

By engaging the customer, your company receives the true value. Educate your sales organization on an account based-approach and accelerate their understanding of the better customer experience.

The illustration below from graphic recorder Kelly Kingman illustrates Bob’s presentation. Enjoy!

We look forward to sharing more visual notes of other keynote presentations from the 2015 CSE Forum in the coming weeks.

Don’t miss the 2016 CSE Forum Series. Reserve your spot today!


Insight type: Article

Industry: Cross-Industry

Role: C-Suite, Sales and Marketing Leadership

Topic: Events

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