Episode #5: Customer advocacy is your sales team's only hope.
Captivate Collective
Bold customer engagement strategies, from acquisition to advocacy.
As consumers increasingly ditch traditional sales tactics and demand more authentic interactions, the role of the salesperson must evolve into that of a trusted advisor or community connector. In this new era, sales teams will transform into small, agile units of brand ambassadors, laser-focused on building long-term loyalty. These advisors will deliver value through expert insights, personalized recommendations, and a deep understanding of customer needs and preferences.
The very term "sales organization" will become obsolete as companies rebrand these groups to reflect their evolved functions. Forget "salespeople" --think "Experience Consultants." The shift in terminology marks a significant industry transformation: from pushing products to cultivating authentic experiences. This rebranding would help reshape perceptions, positioning these professionals as allies and advisors.
The digital age has equipped buyers with a wealth of information, making them more discerning and self-reliant. In response, these ‘Experience Consultants’ must embody authenticity, acting as relatable peers who can guide customers through their decision-making journey.
Forward-thinking organizations will overhaul their traditional sales teams, investing in the cultivation of genuine brand advocate communities and leveraging technology to facilitate organic, peer-to-peer endorsements. The salesperson of the future will be a relationship architect, crafting experiences that resonate on a human level and establish lasting brand loyalty, leveraging their most vocal advocates as the trusted voice of their organization.
3 Actions to Take Right Now:
The future of sales lies in the hands of those who can adapt and embrace the power of customer advocacy. By transforming your sales team into Experience Consultants and leveraging authentic relationships, you'll not only meet the demands of today's discerning consumers but also build a foundation of trust and loyalty that will carry your brand forward. It's time to ditch the outdated tactics and embrace a new era of genuine connection and lasting impact. The survival and success of your sales team depend on it.
We've all experienced it: you spend valuable time nurturing great relationships with your advocates just to find out they're leaving their current role for greener pastures. There’s no hotter prospect than an advocate who takes a job at a different company but tracking that can be tough, especially with the constant flux in today's landscape.
SlapFive introduced their Advocate Job Change Tracker and we think it's pretty sweet! Their app works off your advocate list in SlapFive and gives you a worklist of job changers by adding them to the Advocate Job Changer campaign in SlapFive so you can communicate with them at the right time. It also adds Revenue Influence events to your Opportunities get created for job changers who have expressed interest in bringing you into their new company.
We love seeing more feature functionality being developed! Check it out.
Would you find this helpful?
Talk Advocacy to Me | Todd Nilson
June 25 | 11am CT [Captivate Collective | TATM Live]
Next week we'll be talking with Todd Nilson, President & Community Strategist at Clocktower Advisors, as he brings his expertise in community strategy to the table, offering valuable insights into how super-users, those highly active and engaged members, can become powerful advocates within your community. Don’t miss this opportunity to learn how to build and leverage a super-user program to strengthen your community and drive engagement! We hope you'll tune in.
⏰ Mark your calendars. Applications for the ultimate awards program in customer advocacy open on July 15!
Download an Application Overview to learn more about the categories, which include:
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Q: If I'm not doing VoC, am I doing customer advocacy wrong?
A: Maybe. After all, can you be customer-led if you aren't actively listening to your customers?
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Q: I know KPIs are essential, but what should I measure? How? Help!
A: The CMJ Group has a new guide all about setting KPIs!
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Guide | CMJ Group
Word Scramble
Unscramble the words below! Scroll down for answers, but at least give it a shot before you do. 🤪
Theme: Customer Advocacy
pputros | itnsetomail | tomscreu | ratysgte | nemgtgaene
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Scramble answers: 1) support 2) testimonial 3) customer 4) strategy 5) engagement