So what’s a good Net Promoter Score* for a B2B company? It’s a question we get asked a lot. Sometimes the question comes in a slightly different form: “What NPS target should we set for the company? 25% seems low, so maybe 50%? Or should we push the boat out and aim for 70%?” Well, it […]
The last time we met Susan and Bill, they were discussing survival tactics. Thankfully, they have managed to get the company back on an even keel – excuse the boating pun – over the past few months and now have a new challenge to face. At the last board meeting, the CEO asked them to prepare […]
Following on from last week’s post on Bill and Susan, we explore what happens next in their story. EPISODE 2: “Performing Zone” versus “Danger Zone” Susan, Sales Director: “Those Deep-Relationship-NPS results were incredibly revealing and more than a little scary. Very few of our large accounts are Ambassadors and our biggest account is an Opponent. If we […]
The Susan & Bill Trilogy When we launched Deep-Relationship-NPS in early-2014, we created a storyline around two fictitious characters called Bill (a thoughtful but somewhat introverted Marketing Director) and Susan (a more aggressive low-attention-span Sales Director). They may be fictitious but they bear more than a passing resemblance to some sales and marketing directors we have met […]
In a previous blog, I wrote that Europeans were more stingy than Americans when it came to customer feedback. Or words to that effect. Since then, people have been asking if this is REALLY true, and where is the evidence for this claim. Well, yes it IS true and while I’m not an expert in the […]