Summer 2013 Best Practice Highlight
We know you’re busy with deliverables and deadlines, that’s why we’re providing you with a summary of the hearty topics and challenges that we’ve covered in summer of 2013 which you may have missed during hectic schedules, vacations and work overload. Whether you subscribe to our best practices by email and missed a topic or […]
Using Net Promoter Score to Survey Corporate Accounts
The Net Promoter Score (NPS) has historically been a consumer satisfaction benchmark that some organizations have adapted into a metric for measuring customer loyalty. Many in the Net Promoter Score community have discovered that the data they are receiving through using the NPS methodology gives inadequate insight on their customer relationships. While the NPS is a good indicator of a customer’s perception towards your business, it does not always provide the actionable insight needed to plan the direction of your organization’s customer experience strategy.
Dennis Chapman Sr., President and Founder of The Chapman Group (TCG) discusses the shortcomings of the NPS methodology and how TCG’s LoyaltyProfessional business unit fills in the gaps of information that help an organization align customer experience strategies and tactics with the voice of the customer that they are receiving through customer surveys.
In this video entitled, Using (the) Net Promoter Score to Survey Corporate Accounts you will learn where the NPS falls short in uncovering actions that will influence and drive customer experience strategies, and how utilizing additional customer loyalty metrics can take your customer experience management program to whole new level of effectiveness and success.
Watch the entire video here or by segment from the table of contents below:
0:00 | Introduction
01:01 | Corporate Executive Board study on how Loyalty Impacts Revenue
02:25 | The Problem Facing Net Promoter Score Community (NPS Community)
03:00 | NPS Q&A: On a scale of 1-10 how likely are you to recommend Net Promoter Score as an enterprise customer feedback metric?
03:35 | NPS Q&A: Why should suppliers go beyond the Net Promoter Score metric to get customer feedback?
04:10 | NPS Q&A: Does NPS Provide data indicating the probability of a customer defecting?
04:52 | NPS Q&A: Does the Net Promoter Score Indicate a customer’s dependency on the supplier?
05:58 | NPS Q&A: Why do companies still use and rely on the NPS metric for customer feedback?
07:15 | NPS Q&A: How does Net Promoter Score impact the account planning process?
08:50 | NPS Q&A: What other feedback data points are essential to the account planning process?
10:58 | NPS Q&A: Is Net Promoter Score an adequate tool for business-to-business customer experience measurement?
12:08 NPS Q&A | Why should businesses consider moving beyond the Net Promoter Score metric?
13:24 | Net Promoter Score Discussion Summary
Thank you for watching and please comment with your feedback on customer experience measurement in the comments section below.
Improving your Sales-to-Prospect Ratio
Dennis Chapman, President and Founder of The Chapman Group speaks on ‘Improving your Sales-to-Prospect Ratio’. Learn about seven activities that will help strategic account managers and sales executives convert more prospective buyers into loyal customers. In the end these activities together with trust and respect determine your success. Be able to check off the activities noted in this video and you will see an improved “Sales-to-Prospect” ratio!