Holden Advisors

OCTOBER 21, 2021

Unfortunately, this kind of partnership success story is too rare. The truth is that we see large and small sellers often give too much during hard, price-oriented negotiations with big customers. You'll worry less, have more fun, and improve your customer mix. They are on track!

Negotiation 195

Negotiation Suppliers Profitability Government 195

Upland

APRIL 6, 2021

The mass customization we see taking place all around us is a testament to that. But while all consumers are not our customers, all of our customers are consumers. For the information-starved customer, information delivery once had its place – but that time is long gone. We are all different. It’s time to get smarter.

Suppliers 195

Suppliers Value Proposition B2B Profitability 195

Customer Think

AUGUST 9, 2023

Customer Experience-Inspired Corporate Strategy Lynn Hunsaker Customer experience-inspired corporate strategy is rare, according to a recent poll in a strategic planning LinkedIn group. If you define "customer experience" as as post-sales retention, or programs, [.]

Customer Experience 52

Customer Experience Leadership B2B Sales 52

Customer Think

DECEMBER 8, 2022

Source: Unsplash Any serious CX professional recognizes the need to evolve alongside their customers, which is why making the effort to get to know buyers as individuals is so important… even if, in some cases, you return to where you were before. Customer journeys are rarely linear. They go in cycles.

Customer Experience 64

Customer Experience Innovation 64

Sales Gravy

NOVEMBER 27, 2023

This conversation was a special treat because Mike is such an important and trusted voice within the sales profession and it is rare that Mike and I can find the time to get together. Weinberg underscores that the crux of effective selling lies in understanding and addressing customer needs, clear communication, and building trust.

Sales Management 81

Sales Management Management Sales Leadership Leadership 81

Kainexus

APRIL 14, 2022

From the process operator’s point of view, things are changed frequently but rarely improved. This post is all about how to change that by adding structure, using supporting tools, and applying a few tips that have served our customers well.

Management 86

Management 86

Mike Kunkle

APRIL 8, 2023

Instead, I’ll offer something you can consider regardless of the specific method you use – the levels of qualification – which is something that I rarely hear discussed. It’s rarely cut and dried or black and white. That’s obviously important, but it’s a separate topic for a different day.

B2B 211

B2B Decision-making Sales Stakeholders 211

Zendesk

APRIL 13, 2023

Designing the best customer experiences and providing customer service is a day-in and day-out job. Building relationships, practicing patience, righting a wrong, and figuring out how to streamline operations all represent the hard work that our customers do again and again with their customers.

Customer Experience 98

Customer Experience 98

Upland

MARCH 23, 2023

Furthermore, inaccurate sales forecasts can lead to over or under-staffing, resulting in either excess labor costs or inadequate customer service. After all, sales are rarely made one-on-one anymore. This can result in problems like not knowing where to invest in inventory, human capital, and derail crucial decision-making.

Account Planning 195

Account Planning Sales Decision-making Sales Environment 195

Sales Readiness Group

FEBRUARY 19, 2021

While these leaders may be frustrated with low win rates, this rarely has to do with how their sales people approach “closing,” but more importantly how their sales people approach “selling.”. Sales leaders often express that their sales teams need to close more business.

Sales 98

Sales Sales Management Management 98

Upland

APRIL 6, 2021

Here we get inside the mind of the customer as a key element of the relationship strategy development. . Their vision often extends beyond their company to include their customers, and their competition. But, innovators, while usually influential, rarely have a budget. How Do They Think? Once you have determined ‘Who matters?’’

Stakeholders 195

Stakeholders Decision-making Innovation Negotiation 195

Sales Gravy

JULY 21, 2023

and Jeb Blount discuss the essentials of sales messaging, how poor communication skills damage your brand, the stories we tell ourselves and our prospective customers, and what the advent of automation tools like Chat GPT means for salespeople. Then, simplify messaging to get customers to say yes and move forward.

Prioritization 82

Prioritization Sales Sales Training B2B 82

Customer Think

OCTOBER 12, 2021

Trust needs to be earned, and there are only a few ways you can earn a customer’s trust online. There are even fewer ways to earn trust before someone becomes a customer. Instant trust is rare; however, it’s not impossible. Statistics published by Oberlo show that 81% of consumers need to trust a brand before […].

Publishing 69

Publishing 69

Insightly

MAY 13, 2021

It’s not a secret that having a deep understanding of your customer is crucial for marketing. We’ve talked about the value of creating an ideal customer profile. The more you learn about your customer, the better you can market to them and build lasting customer relationships. . Share customer reactions.

Customer Success 93

Customer Success Marketing Acquisition CRM 93

NG Data

AUGUST 9, 2022

Google got it spot on when it compared modern customer journeys to the plot of a complicated “whodunit” Today, shopping for a product or service is rarely a spontaneous, one-stop experience. For marketers, the result is an ever-growing mass of disparate customer data sets.

Marketing 52

Marketing Leadership 52

Account Manager Tips

NOVEMBER 29, 2022

Customer Success. Customer success is focused on working proactively in partnership with customers to help them get more value out of your solutions over time. check out Grow Gain Retain Customer Success Community) Change industries. An engaged customer success community for B2B SaaS leaders (or aspiring leaders).

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Nutshell

FEBRUARY 22, 2023

A CRM database is a tool that lets you gather and store all your customer data in one location so you can easily view, organize, and analyze it. Easy—by analyzing customer data. Your customer data can tell you a ton about your audience. A CRM database is a platform designed to let you store all your customer data in one place.

CRM 62

CRM Communication Marketing Management 62

Nutshell

DECEMBER 21, 2022

Instead of pouring leads en masse through the old-school funnel and hoping an acceptable percentage become buyers, companies are looking for ways to establish authentic, long-term relationships with customers. Your customer’s relationship with your product is rarely love at first sight.

Sales 62

Sales Advertising Decision-making Customer Experience 62

Brooks Group

MARCH 7, 2024

Most express a sense of frustration that, while they rarely get praised, they’re sure to hear plenty of criticism if there’s an issue. Position Your Product or Service The desire for a sales professional who is “sincere” and “patient” illustrates that this type of potential customer may feel vulnerable during the buying process.

Procurement 68

Procurement Management Decision-making Sales Training 68

ACT

DECEMBER 18, 2023

Businesses with large and engaged email lists rarely worry about website traffic generation because they know it’s just an email away. However, it rarely helps you measure the true impact of email marketing on your business performance. Here are a few possible goals for an email campaign. can be a game changer.

Marketing 52

Marketing CRM Digitalization Profitability 52

Hubspot Sales

JANUARY 15, 2024

Customers sometimes feel weird admitting that they're talking to your competitors. 4 Ways to Solve the Ghosting Phenomenon Personally, I’d prefer to get a “no” from a customer instead of radio silence. When that happens, that prospect might get squirrely and go dark on you without warning. Boom — ghosted.

Stakeholders 118

Stakeholders Sales Communication Meetings 118

Hubspot Sales

JUNE 27, 2022

Since those local outlets can no longer bring in customers and can't afford to sell their mattresses at a $300 loss, they go out of business, leaving the major retailer as the only mattress supplier in the market. Predatory pricing is a detrimental but rare practice that regulators try to keep a close eye on.

Retail 92

Retail Suppliers Marketing Management 92

Insightly

MAY 12, 2021

It’s not a secret that having a deep understanding of your customer is crucial for marketing. We’ve talked about the value of creating an ideal customer profile. The more you learn about your customer, the better you can market to them and build lasting customer relationships. What are different types of customer data?

Customer Success 64

Customer Success Marketing Customer Experience Acquisition 64

Sales Outcomes

JUNE 5, 2023

The Downturn Playbook has three simple elements: 1 – Prioritize Customer Growth and Retention Retaining customers should be one of the top priorities, as acquiring new customers can cost five to 25 times more than keeping those you already have. How are your customers’ customers?”

B2B 52

B2B Marketing Sales Prioritization 52

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. 83% of teams that rarely follow the sales process were behind goal last year. Sales Strategy 3: “Asking questions is good. Asking the right questions is better.”

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Planview

MARCH 8, 2024

She spoke at length about the first decade of her job life, when women officers were rare in the Indian banking sector. Manager, Customer Success, based in India Over the past year, I’ve had the opportunity to engage with a remarkable organization that champions job opportunities for women across various backgrounds: #jobsforher.

Banking 105

Banking Government Innovation Leadership 105

Hubspot Sales

NOVEMBER 24, 2017

It could be the customer who seemed keen but then never answers your calls, the intense meetings with your sales manager, or the months you're never sure whether you'll hit quota until the eleventh hour. It’s difficult enough to build up the confidence to pitch to a customer, so imagine then having to do it with your manager watching?!?

Sales 107

Sales Decision-making Management Sales Management 107

Insightly

MAY 4, 2021

Despite these many competing priorities, marketing teams rarely have dedicated project management and have to manage their own priorities. Our highest priority is to satisfy the customer. It’s crucial to keep in mind that the ultimate goal is customer happiness. This is rarely the reality on a marketing team.

Marketing 93

Marketing Management Prioritization Stakeholders 93

Hubspot Sales

MAY 7, 2020

At the time, startups were rare and considered very risky. A startup is typically defined as a new business created to solve a problem for a specific customer segment. The purpose of this stage is to define what you are going to do and the company's competitive advantage, refine the basic assumptions and begin to acquire customers.

Business Planning 109

Business Planning Investors Profitability Innovation 109

ClearPoint Strategy

JULY 28, 2021

To apply the VRIO framework, evaluate each item on this list through the following four lenses: Value: Do you offer a resource that adds value for customers? Yes: You offer something that’s valuable, rare, and hard to imitate—now the focus is on your organization. The VRIO framework can also inform your SWOT analysis.

Decision-making 98

Decision-making Organization Software Software 98

Hubspot Sales

SEPTEMBER 14, 2023

The purpose of feedback is for managers to share their evaluation of a rep's performance, but it rarely leads to actual behavior change. For instance, saying, “I prefer khakis and do not like jeans,” rather than making a judgment like, “You shouldn't wear jeans to a customer's office.” In contrast, coaching is highly personal.

Procurement 108

Procurement Sales Construction Negotiation 108

Hubspot Sales

DECEMBER 28, 2017

You'e experienced the awesome high from closing deals and the horrendous lows of missing quota and working with tough customers. One of the rare, rare times you can actually ignore your inbox all day and there won’t be negative repercussions for your quota. This year, like most years, has been a roller coaster of emotions.

Government 95

Government Sales Sales Management Management 95

Kainexus

MAY 5, 2020

W hen you go to the grocery store, it's rare to find an empty shelf. In the rare times you do, the shelves don’t stay empty for long. This process is efficient and cost-effective for the store, and also reassuring to customers who can buy only what they need without fear of a future shortage of a favored product.

Manufacturing 52

Manufacturing 52

Sales Outcomes

OCTOBER 10, 2022

If you or someone on your team manages a key customer account, eventually, you’ll be faced with pressure to expand relationships beyond your primary contact. Customer relationships are often at risk due to a limited number of meaningful relationships at higher levels or the connections being at a tactical or operational level.

Account Planning 52

Account Planning B2B Meetings Organization 52

Jermaine Edwards

MAY 27, 2020

When I started out in sales I was told to do customer research. I want to speak to those working diligently getting to know your customers. One of the great misconceptions about working with our clients is that our ability to access our customers or being invited in means we’re seen as the ultimate expert to the customer.

Key Account Management 195

Key Account Management Account Management Innovation Financial Services 195

Sales Outcomes

SEPTEMBER 20, 2022

The Recession Playbook has three simple elements: 1 – Prioritize Customer Growth and Retention. Retaining customers should be one of the top priorities, as acquiring new customers can cost five to 25 times more than keeping those you already have. Proactive Customer conversations should take a sharper focus.

Marketing 52

Marketing Sales Prioritization CRM 52

Outbound Engine

DECEMBER 13, 2019

When a business owner watches a long-time customer take their business to a competitor, it hurts. ” “How can I ensure that my oldest customers remain loyal?” ” The truth is… Business owners are unable to count the number of times they lost seemingly loyal customers. 2) Pick up the phone.

Marketing 72

Marketing Small Business Insurance Meetings 72