Adapting Your Sales Organization in Uncertain Times
Ten tips to help your sales organization adapt in succeed during tough timesRead More
Author: Meghan Villard
Companies that are not paying attention to their customer experience (CX) will soon realize that their customers are not paying attention to them either. Oracle recently did a study to find:
From a business perspective, executives estimate that not offering a positive, consistent, and brand-relevant customer experience costs them 20 percent of their annual revenue. That’s a lot of cash left on the table when you consider poor customer experiences are completely preventable.
We should be thinking about CX differently – beyond the “customer experience” to “people experience”. The focus should be on everyone’s experience, even if they are not a customer. And how do you go beyond the sales cycle to understand “people”? You do so with data.
Typically, companies view data as the information that is explicitly provided – the items on a receipt or a customer email address. Advanced analytics can go way beyond this structured data into the social cues, the hints of clickstream data, the chatter on social media – all to better understand who the customer is and what they desire.
Data is the key ingredient to an advanced CX strategy. Companies hit a ceiling of CX potential when they lack personal or in-depth knowledge and information about their customers.
A recent panel hosted by Colorado Technology Association and led by Chris Sansone, Director of Customer Experience at RevGen, provided the following examples of companies using advanced analytics to drive CX:
The takeaway lesson: It pays – literally – to know your customers. And when you think you know them, get to know them even better. Use the velocity and variety of data that exists to understand a situation from a customer’s point of view, and then craft an appropriate interaction.
Data and AI are on the rise, but so are customer expectations. Use this disruptive environment to your advantage, and make it a positive experience for your customers, your potential customers, and for you as a business.
Meghan Villard is an analytics manager at RevGen who believes every dataset has a story – one that impacts a company and can help deliver on business goals.