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Robins loan keeper catches the eye
Robins loan keeper catches the eye

BBC News

time6 days ago

  • Sport
  • BBC News

Robins loan keeper catches the eye

Saturday's 4-1 win at Sheffield United was by some margin an impressive start for Gerhard were many standout individual performances and perhaps what was on show was an indication of the 'proactive' style the new head coach was even more impressive given the players the Austrian was unable to select at Bramall O'Leary has been a mainstay in the Bristol City team for the past two seasons, but injury means the goalkeeper will be missing for a while. Step forward Radek Vitek, selected ahead of fellow new signing Joe Lumley to start in goal, and his Championship debut could hardly have gone any played 18 league games in a loan spell at Accrington Stanley in 2024, and before Saturday, they were his only senior appearances in English 21-year-old Czech was loaned by his parent club Manchester United again last season as he gained more experience playing in the Austrian top it was in the early evening sunshine in Sheffield where Vitek appeared to come of age. A commanding figure in his area, he repaid Struber's faith with an eye-catching his side leading 2-1 he made a fine one-handed save to deny Sheffield United's Louie Barry, thwarting Sydie Peck too before the break. They felt at the time like significant moments and so it proved as Bristol City moved out of sight with the two goals they scored in a rampaging start to the second half, spearheaded by the main protagonist in their attack, Scott even at 4-1 with Struber's tactical plan being played almost to perfection in front of him, Vitek was still alert to make smart interventions on the occasions home side had sight of his goal. One late save in particular - keeping out a point-blank range Peck header - had the Bristol City fans chanting his name even was encouraged to be front and centre of the post-match celebrations, waving his arms with glee in front of the travelling support. He'd earned such acclaim with a promising debut on a red-letter day for Bristol City and their red-cap-wearing new head coach.

Don't Wait For Customers to Find You — Here's How to Go to Them Instead
Don't Wait For Customers to Find You — Here's How to Go to Them Instead

Entrepreneur

time18-06-2025

  • Business
  • Entrepreneur

Don't Wait For Customers to Find You — Here's How to Go to Them Instead

In today's hyper-connected world, passive customer engagement is no longer enough — businesses must proactively deliver timely, relevant value within customers' existing digital journeys to truly stand out. Opinions expressed by Entrepreneur contributors are their own. For years, online businesses, especially smaller ones, have followed a somewhat passive model of customer engagement. The site is live, and the digital storefront is effectively "open." The expectation is that customers will visit when their need arises, reacting to the demand created by external marketing. This "wait and see" approach, while foundational, is becoming insufficient in a hyper-connected world where consumers are bombarded with messaging at every turn. Instead, the new model of customer engagement demands a shift from being reactive to actively meeting customers where they are, when they need it. This evolution, powered by new technologies, can be a game-changer, even for small startups lacking armies of development resources. Related: Is Your Company Hitting These Engagement Metrics? If Not, You're Going to Lose Customers. The limitations of the passive approach The limitations of solely relying on so-called inbound website traffic are becoming clearer. Consumers belong to numerous loyalty programs (on average, over 15) but actively engage with fewer than half of them. There are many reasons for the lack of engagement: Their attention is extremely fragmented, and the sheer volume of our modern world's digital noise makes it challenging to stand out when a customer finally remembers or searches for a company's products. It can feel like a shot in the dark. Banks, for instance, face the reality that users often check their banking apps infrequently (four times per month or less). This highlights a fundamental challenge: How do businesses break through the noise and become more relevant to their customers' everyday experiences? Embracing proactive engagement The answer is embracing proactive engagement. This means strategically integrating into the customer's existing digital journey. Imagine a scenario where, instead of waiting for a customer to visit your website then decide to make a purchase, your brand subtly surfaces relevant information or reminders within the customer's normal online activity flow. This could take the form of helpful notifications or unobtrusive integrations from tools such as browser extensions that can provide added value in real-time. The core principle is to invert the engagement model: Instead of expecting users to seek you out, your brand "comes to them" at the most opportune moments. This shift is about more than just being there; essentially, it means delivering contextually relevant value too. For example, a customer browsing for car rentals online could be gently reminded of free loss damage waiver insurance benefits associated with a premium credit card they frequently use. Similarly, someone researching concert tickets might receive a timely notification about exclusive presale access linked to a particular loyalty program, right when they are visiting a ticketing site. These examples of "always-on" experiences provide genuine value and usefulness because they help customers realize the full potential of the benefits and services they already have access to, when they need it most. In fact, consumers often fail to take full advantage of the existing benefits that come with their loyalty programs or premium credit cards. Capgemini reported that customers might sign up for credit cards based on attractive incentives, but will quickly disengage if their overall experience falls short of expectations. The report also notes that only 44% of respondents received recommendations to use the complementary products that add value to their cards. Related: 3 Effective Engagement Tactics to Help Small Businesses Create Authentic Connections With Customers A playbook for proactive engagement For small businesses and startups, the prospect of building sophisticated, proactive engagement tools might seem daunting. However, many effective strategies can potentially be implemented without a big development team. Here's a mini-playbook to get started: Map the customer journey: Identify key decision points and potential opportunities in your customers' online experience. With respect to what your brand already offers in terms of value-adding customer benefits, where could timely information or a subtle nudge be most helpful to surface them? Identify key decision points and potential opportunities in your customers' online experience. With respect to what your brand already offers in terms of value-adding customer benefits, where could timely information or a subtle nudge be most helpful to surface them? Leverage existing platform capabilities: Many e-commerce platforms and CRM systems offer built-in tools for triggered notifications, personalized recommendations and even basic integrations with third-party messaging tools. Many e-commerce platforms and CRM systems offer built-in tools for triggered notifications, personalized recommendations and even basic integrations with third-party messaging tools. Consider browser extensions: Browser extensions offer a persistent presence that can be seamlessly integrated into customers' daily online shopping and financial decisions. These tools can act as a constant companion to the online consumer, surfacing contextual value without requiring people to actively seek out a separate app or site. Browser extensions offer a persistent presence that can be seamlessly integrated into customers' daily online shopping and financial decisions. These tools can act as a constant companion to the online consumer, surfacing contextual value without requiring people to actively seek out a separate app or site. Prioritize relevant notifications: Don't bombard users with generic messages. Focus on delivering personalized and timely notifications based on their browsing behavior or past interactions. Relevance is key to creating genuine customer engagement, and smart throttling is key to not overdoing it. Don't bombard users with generic messages. Focus on delivering personalized and timely notifications based on their browsing behavior or past interactions. Relevance is key to creating genuine customer engagement, and smart throttling is key to not overdoing it. Explore strategic partnerships: Collaborate with complementary businesses or platforms to integrate your offerings into their existing customer journeys. This can expand your brand's reach without requiring extensive development on your part. Collaborate with complementary businesses or platforms to integrate your offerings into their existing customer journeys. This can expand your brand's reach without requiring extensive development on your part. Iterate and learn: Start with simple implementations and monitor their effectiveness. Gather customer feedback and refine your engagement strategies over time. There are numerous benefits to moving beyond a reactive approach with customers. By proactively engaging customers, businesses can increase brand visibility at crucial decision steps and deliver immediate value that strengthens the customer relationship. This ultimately fosters deeper loyalty. When a business demonstrably helps customers save time, money or make smarter choices within their existing online activities, it moves from being just another option to becoming a trusted companion. This approach can also help address key company priorities, such as the expansion of your brand's ancillary products or services, by offering relevant cross-selling messages at opportune times. The future of customer engagement belongs to those who understand the power of being present and helpful as the customer goes about their daily lives. By proactively delivering value, even small businesses can forge stronger customer connections and drive greater utilization of their offerings, improving customer retention even as competition grows. The era of simply waiting for customers to arrive is over. The shift to always-on, value-driven experiences that meet them where they are is underway.

How To Sell In Uncertain Times: A Playbook For An Uncertain Economy
How To Sell In Uncertain Times: A Playbook For An Uncertain Economy

Forbes

time20-05-2025

  • Business
  • Forbes

How To Sell In Uncertain Times: A Playbook For An Uncertain Economy

Proactive steps for B2B sales professionals who are trying to find their feet in turbulent markets More than anyone, sales professionals know when there is uncertainty in the air. We carry the suspense in our gut when cycles stretch out, clients go dark, and budgets come under review. Now is one of those times, and then some. In March, McKinsey reported that the U.S. Economic Policy Uncertainty Index had soared to 641, 15% higher than during the COVID-19 lockdowns and nearly 80% higher than its post-September 11 peak. Beneath the surface, trends that have been brewing for a long time are accelerating. Technology disruption is intensifying, propelled by the double-edged sword of AI. Customer behavior is shifting amid an economy in transition. And trust—across institutions, industries, and interactions of all kinds—is in steep decline. The market is reconfiguring in ways that feel unpredictable, as some sectors falter and others spike. Meanwhile, basic questions of how we work remain unsettled. Are we back in the office? On the road, making sales calls? Gathered around a white board? Or still toggling between Zoom and email in a dress shirt, shorts, and flip-flops at the kitchen table? No one knows! As I consider the environment, as a sales professional, I keep reminding myself: 'be proactive, proactive, proactive.' It's been ringing in my head. Lately, I've been focusing on the mindsets and strategies that can help sales leaders and teams find their footing amid uncertainty and move toward growth. Here are four that are making a difference in my world: When the path forward is unclear, it's human nature to drift. We don't want to waste energy swimming when we don't know which way to swim. And treading water won't work. Sales leaders should push their teams to reassess their pipelines regularly, but especially now. Not to slash, but to clarify. A proposal from four months ago might already be obsolete. If a client has gone quiet, it's likely they're under pressure. That 'just checking in' email isn't going to break through. The better question is, 'How can I help?' Reconnect. Ask how their landscape has changed. Reconsider your value in light of what they're facing now. Clients don't expect certainty—they're looking for clarity and support. Offer that, and you differentiate yourself immediately. Sometimes that might not even mean revising your proposal's economics. You might be able to help the client de-risk a deal in other ways. In one recent case, my team took a stalled proposal intended for one initiative and redirected it to a more urgent client priority, unlocking movement without starting from scratch. Another way to be proactive: Reconsider your ideal customer profile. The uneven effects of policy and disruption mean your best-fit buyer might have shifted. Stand back and reconsider who needs you most. Success now comes from studying sector-specific pain points and crafting fresh ideas that directly resonate with today's reality. To lean forward in uncertainty, develop this habit: the 30-10 Rule. Spend 30 minutes each week planning your top priorities, and 10 minutes each day reviewing progress. It's a small discipline that drives intentional action over reactive motion. It's common sense, just not common practice. Sure, sure. You can tell me: 'I know this.' But are you doing it? The knowing-doing gap will kill you right now. Today's buyers are more consensus-driven, skeptical, and risk-averse than ever. They're not looking for a pitch. They need a partner who understands the stakes. Salespeople have been striving to reposition themselves as 'trusted advisors' for decades. But now is when you really need to step up and be exactly that. When fear is in the air, trust becomes your greatest asset. In fact, if you've earned that trust in your industry, now might be when more contacts are reaching out, not fewer. But beware: uncertainty can breed low-trust sales behaviors. High-pressure tactics, false urgency, or rigid terms undermine confidence and signal desperation. Instead, lead with curiosity. Anchor your outreach in the client's world, around their goals and not your quota. Ask deeper questions: How's demand holding up? What are you up against right now? What are the most significant changes in your company? What would actually make a difference? Then bring something to the table. Share insights from across your industry to help your clients see a little more clearly into the future. You want them to take your call, because you bring them new ideas and insights; because you help them think. Those who master consultative conversations will find themselves not just closing deals, but forging relationships that generate long-term revenue and referrals. Sales leaders must reinforce this trust-first approach by adjusting incentives. If your comp plan only rewards activity volume, not customer outcomes, you're incentivizing motion over meaningful partnerships. In 2025, the edge belongs to those who build sustainable connection. Hybrid work has reshaped the sales experience—often in ways that can reduce connection and morale. Yes, we're more productive in some ways. But other times we're like humans who have retreated to their caves, isolated and eating whatever we find in the fridge. Managers, meanwhile, watch dashboards and Slack threads, trying to understand if anyone is actually working. We might like this set-up better, but that doesn't mean it's better for us. And for sales? It's likely not great for business either. The antidote is simple: Reinvest in presence. Sales isn't just about the number of demos you can do on Teams or Zoom. It's about trust, timing, and human nuance. Even a few in-person touchpoints a year can reenergize a team and build unity. One global sales team I work with recently came together for a single day in Tampa after a long remote stretch. The emotional boost and recalibration of priorities were immediate. The CSO committed on the spot to make it a twice-yearly event. Here's something worth noticing: some salespeople are flying again, even when Zoom would suffice. Why? Because their competitors aren't. Face time still closes deals. If you're a leader, consider reallocating a portion of remote work savings to create intentional in-person moments—team offsites, client lunches, informal gatherings. Small investments in connection yield returns in performance, engagement, and loyalty. AI and other advanced technologies are reshaping entire industries, and that in itself is something sales professionals must navigate. In B2B, the very products and services we sell may be evolving under the pressure of AI. What we offer today may look very different in the near future. But AI is also changing how we sell. Used well, it can streamline follow-ups, sharpen targeting, and elevate coaching. Used poorly, it erodes confidence. Some sales leaders now use AI to 'instant replay' sales missteps in team meetings, spotlighting every verbal tic or off-script moment. For sellers— already in one of the few professions where missing your number can mean losing your job—this kind of scrutiny can create fear. Now we fear every word feels like it's being judged by an algorithm. Leaders must strike a better balance. Use AI for what it does best: private, skill-building tools like conversation simulators and pitch practice. Avoid weaponizing it in public critiques. Instead, hold human-led post-call reviews rooted in genuine curiosity, ask: What went well on that call? What could have gone better? What did you learn? In uncertain times, sales leaders should build a culture of coaching that makes everyone feel more confident, not less so. Uncertainty isn't going away. But the best salespeople I know aren't chasing certainty. They're building relationships, insight by insight, conversation by conversation. That's the strategy for selling in uncertain markets for 2025. Show up. Get out from behind the screen. Ask real questions. Share something useful. Coach yourself—your team members, and your peers—through the ambiguity. Building connection isn't the soft stuff. It's the work.

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