Mike Kunkle

NOVEMBER 21, 2023

Services: Consultation and Site Assessment: Expert assessment of the customer’s space to determine specific air quality needs and recommend appropriate solutions. Custom System Design: Engineering tailored filtration systems to meet the unique requirements of each client. Operating income and EBIDTA are declining.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

KAM With Passion

OCTOBER 7, 2020

We define Account Management (AM) as the set of methods, processes and practices to manage existing customers. Account Management covers the commercial relationship, the delivery of products and services, customer support, administrative and contractual aspects as well as satisfaction measurement and the subsequent actions.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. In this article, we illustrate various levels of complexity of a buy and sell situation and we explore why this matters a lot to companies and sales leaders. Why assessing the degree of complexity of sales correctly matters.

Procurement 130

Procurement Stakeholders CRM Government 130

Upland

OCTOBER 17, 2023

Customer success leaders leverage chatbots to lighten workloads. Educate your leads using AI-generated content for product descriptions, blogs, and sales decks. AI analyzes your leads and customizes content to make it more relevant: Marketers on your revenue team can create campaigns aligned with each prospect’s challenges.

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Showpad

MAY 7, 2020

If that’s not the case – if you’re not engaged in sales enablement or your current approach doesn’t meet your expectations and deliver desired results, I encourage you to read this blog post with an open mind and heart to establish a thorough understanding of sales enablement. . I hear you.“

Sales 134

Sales CRM Sales Management Digitalization 134

PandaDoc

APRIL 11, 2023

We’re going to take a look at what it is, why it matters, and how to get it right. What is a sales follow-up and why is it important? Sales professionals know there’s more to successful sales than waiting for new customers to walk through the door or existing customers to come back spontaneously.

Sales 52

Sales e-Learning Small Business Procurement 52

SuperOffice

AUGUST 1, 2022

When you start building your first marketing strategy, all you think of is how to get new customers. You hardly think of how to attract bigger customers specifically. Time passes and you notice that it takes you a lot of effort to convert and serve new customers, yet your profits grow rather slowly. So, what are you doing wrong?

Decision-making 117

Decision-making Prioritization B2B Marketing 117

Nutshell

OCTOBER 19, 2020

There is no greater feeling than nurturing a lead into a paying customer—especially when it’s a lead you didn’t have to pay for. That’s why we sat down with 10 experts to get their tips on how to generate more B2B sales leads through SEO. No matter what page they land on, make sure the visit-to-lead path is clear and coherent.

Publishing 133

Publishing B2B Small Business Manufacturing 133

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . Think about the selling potential of customer service and success teams, and think about the growing number of online shops, product and checkout pages also in the B2B space. COVID-19 brought the underlying challenges that already existed to the surface.

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Strategic Communications

JANUARY 18, 2022

I convinced them to first do some research to determine the level of concern that actually existed. Had we gone out with messaging around “high costs,” we would likely have inadvertently introduced that thought to them — creating an issue or concern that didn’t exist before. Strategy Matters!

Healthcare 52

Healthcare e-Learning Communication Publishing 52

MDI Training

DECEMBER 4, 2023

Click below to access our AI-generated version of this blog article! Yes, and I know this myself from our company, it’s simply a matter of trying, trying, trying, as you mentioned earlier. The challenge lies in integrating AI into existing structures in a meaningful way without neglecting the human component.

Leadership 104

Leadership Artificial Intelligence Digital Transformation Digitalization 104

Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? C-level buyers want to engage with sales professionals who they view as trusted advisors and subject-matter experts. Get introduced through existing executive relationships. Your sales professionals create partnerships with executive-level customers. Build credibility.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Insightly

MARCH 21, 2023

Insurance agencies strive to bring value to their customers and provide peace of mind in life’s biggest moments. Whether you’re focused on auto, home, life, or health insurance, every situation is unique and every customer has distinct needs. At the same time, every second matters. That’s where a CRM comes in.

Insurance 52

Insurance CRM Software Software 52

Brooks Group

JUNE 7, 2022

Your customer likes you, you’ve done business together in the past, and nothing new was mentioned during your last call. Your customers’ worlds are constantly changing given the record inflation, supply chain disruption, employment challenges, and the war in Ukraine — which all came on the heels of a worldwide pandemic.

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

Insightly

DECEMBER 19, 2023

Every company needs customers to survive—whether you sell software to Fortune 500 companies, accounting services to local dental offices, or meal plan subscriptions to health-conscious consumers. That’s why customer retention is such a priority for today’s business leaders. What is customer churn and why does it matter?

Acquisition 52

Acquisition Customer Experience Onboarding Value Proposition 52

Insightly

DECEMBER 19, 2023

Every company needs customers to survive—whether you sell software to Fortune 500 companies, accounting services to local dental offices, or meal plan subscriptions to health-conscious consumers. That’s why customer retention is such a priority for today’s business leaders. What is customer churn and why does it matter?

Acquisition 52

Acquisition Customer Experience Onboarding Value Proposition 52

Hubspot Sales

JANUARY 18, 2021

However, when using a combination of tools that aren't meant to be mixed together, the result may be internal misalignment, missed deal opportunities, ineffective collaboration, and a poor customer experience. That’s where customer relationship management (CRM) software comes into play. What are CRM activities? Track deals.

CRM 134

CRM Software Software Communication 134

Red Star Kim

FEBRUARY 8, 2024

Why are segmentation and targeting critical to marketing and business development success? Rabbits, Deer and Elephants – This approach supports targeting the size of the matter or transaction being sought. For example: Law Firm Client Personas: What Are They & Why You Need Them?

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

KAM With Passion

NOVEMBER 11, 2020

What is true in the private life is true in business as well, especially between a supplier and their customers. As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. Third, in a difficult time, customers need support.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Mike Kunkle

JULY 2, 2022

According to Paul Krajewski’s blog , where he tracks the profession, there were 15,000 LinkedIn users with “sales enablement” in their job title, as of June 17, 2022. Training is the right solution when someone doesn’t know what, why, and how to do something, and if this nuance matters, perhaps when and where to do it.

Sales 130

Sales Sales Training Leadership Decision-making 130

Nutshell

MAY 26, 2023

In this blog post, we’ll go over some of the most valuable types of software for professional services companies like yours, as well as some info on how you can build your professional services tech stack. CRM software exists to gather, store, categorize, and analyze customer data. Why is this software so essential?

Software 62

Software Software CRM Finance 62

Hubspot Sales

MARCH 19, 2022

So long as the world wide web exists, retail businesses are going to leverage it to expand their reach. Pore through as much industry-relevant content as you can — whether that be through magazines, blogs, podcasts, or any other medium that can give you a fleshed-out picture of your market. So now, you might be saying, "Wow!

Retail 97

Retail Suppliers eCommerce e-Learning 97

Showpad

JULY 21, 2020

Welcome to the third post of this blog series for executives. In this edition, I’ll be discussing why you as an executive in a sales, marketing or CX leadership role play a mission-critical part when it comes to making sales enablement successful in your organization. . Why are we doing this? . What does it look like?

Management 139

Management Leadership CRM Sales 139

PandaDoc

JUNE 3, 2021

As you start to evaluate different eSignature solutions , be sure to consider the features and integrations available that can help you create a stellar customer experience. You need an eSign solution that not only helps you obtain and retain customers but improves and evolves with your businesses over time. We take that back.

Digitalization 98

Digitalization Software Software Media 98

Zendesk

FEBRUARY 17, 2022

The buyer’s journey (sometimes called a purchase journey) describes the process a customer goes through to purchase a product or service. Mapping out the journey provides an in-depth view of how your potential customers behave at every step in the buying process. Why is the buyer’s journey important? What is the buyer’s journey?

Decision-making 98

Decision-making Media CRM Software 98

Hubspot Sales

NOVEMBER 28, 2021

When you first start out in business, you can probably manage to keep all of your customers or clients top-of-mind … because you don’t have that many. As you become more established, your customer base grows. It becomes harder to keep every customer and prospect straight. These include: Happier Customers.

CRM 128

CRM Communication Decision-making Profitability 128

Nutshell

APRIL 26, 2023

It’s about creating a lasting impression that will keep all your customers engaged with your products or services and coming back for more. But with the right Customer Relationship Management (CRM) solution, you can optimize your marketing to suit the unique needs of every customer, just like you might in a small independent business.

Marketing 171

Marketing CRM e-Learning Software 171

Jermaine Edwards

MARCH 17, 2020

How do you know what to do at the different stages in your customer relationships? This is such an important question yet most organisations have not established a clear distinctive path, identifiers and actions for effectively managing the full customer relationship journey. What is the Customer Life Cycle?

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Innovation 130

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ Lastly, you explore the why. You want to start with the why, and then work backward to the priorities that you’ll need to institute to fulfill that “why.” Why does the company want to grow?

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

The Congruity Group

APRIL 20, 2023

Adapted from the book, “ProphetAbility – The Revealing Story of Why Companies Succeed, Fail, or Bounce Back” by Tony Bodoh and Betsy Westhafer. Test this within your own company by asking a cross-section of employees and leaders to read the same customer story and then tell you what the customer’s challenges were.

Co-Creation 52

Co-Creation Retail Customer Experience Innovation 52

Miller Heiman Group

JUNE 10, 2020

Because every moment matters, foundational selling and questioning skills are more critical now than in the past. In this blog, we’ll take a closer look at the first three categories of the Big Six. We’ll explore the remaining three in a future blog. Why Questions About the Big Six Are So Important. Solution alignment.

Decision-making 81

Decision-making Prioritization Sales Organization 81

PandaDoc

JULY 1, 2020

Why are they so important? Why create referral programs? And if you are active on social media, your blog, or have ads to help you out – your first touch isn’t cold anymore. The right Customer Relationship Management (CRM) software can help you automate personalization at scale. See also: Cold email copy that converts.

Media 98

Media B2B Decision-making Software 98

Nutshell

JULY 29, 2020

We love these platforms in theory—how else would we be able to communicate with our prospects and customers on a large scale? Let’s say you add a new customer to your marketing list, and even though they’re interested in receiving product updates, they’re not a fan of your blog newsletter. The universal unsubscribe.

Software 120

Software Software Marketing CRM 120

Red Star Kim

MAY 2, 2023

And why are they so important? Video) (kimtasso.com) ) C-suite skills that matter most In August 2022, Harvard Business Review published an article on succession that addressed the C-suite skills that matter most. (I used the “Worry monster” to explain soft skills previously: What are soft skills?

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Zendesk

JUNE 11, 2021

But not every lead that enters the top of your sales funnel will come out the other end as a customer—there’s bound to be some pretty significant spillage along the way. Sales funnel definition: A sales funnel is a sales and marketing tool used to illustrate the steps of the customer journey. What is a sales funnel?

Sales 86

Sales B2B Advertising Media 86

ACT

DECEMBER 5, 2023

In this article, we’ll explain data-driven marketing strategies with examples, explain why they’re important to small and mid-sized businesses, and share tips to help you get started. Why is this important? When tracking data points, make sure you focus on the ones that actually matter to your business.

Marketing 52

Marketing Decision-making CRM Media 52

Nutshell

AUGUST 21, 2020

Have you ever stumbled on a SaaS website and you literally have no clue why you’re there and what they do? To make matters worse, B2B sales require approval from multiple stakeholders in a given company, so adrenaline-purchases by individual customers don’t happen the same way they do in B2C sales. Target users.

Marketing 142

Marketing Onboarding Media B2C 142