Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. Rainmaking best practice in professional services firms (Selling behaviours).

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Red Star Kim

JANUARY 16, 2023

The benchmark provided a snapshot of the views of 112 marketing and business development (M&BD) leaders at professional service firms (PSF). The benchmark provided a snapshot of the views of 112 marketing and business development (M&BD) leaders at professional service firms (PSF). I’ve added my reflections. Survey respondents.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Mike Kunkle

AUGUST 8, 2023

Click the image to view a larger version] Barrier 2: Short-Term Focus vs. Long-Term Strategy In the fast-paced world of business, the allure of short-term gains can often blind leaders to the importance of long-term strategy. However, achieving the highest levels of growth remains a challenge for many.

Sales 188

Sales Prioritization Innovation Leadership 188

Red Star Kim

MARCH 16, 2023

What can I tell people about my services?) And incentive and reward systems drive attention on short term sales rather than long term relationships. We were joined by delegates from legal, accountancy and consultancy firms for PM Forum’s “Cross-selling and referrer management accelerator” workshop earlier in March.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Account Manager Tips

MAY 25, 2021

Viewed as a supplier of products and services. Has the most significant share of the clients' business and advises on using products and services effectively. Consults with the client on how to achieve their long-term business objectives. Definition of key account management. Burnett, K. Strategic Customer Alliances.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Flevy

APRIL 14, 2024

This metric is based on the principle that customer loyalty increases when products and services are easily accessible. CES is valued for its simplicity, quick evaluation, and adaptability across various service channels, making it highly relevant for measuring business outcomes and providing actionable insights.

Digital Transformation 52

Digital Transformation Decision-making Customer Experience Facilitation 52

Sales Gravy

FEBRUARY 25, 2024

Scalable Systems and Processes Implementing scalable systems and processes that can accommodate rapid growth without compromising on service quality or operational efficiency. Customer-Centric Approach Maintaining a deep understanding of customer needs, preferences, and feedback to tailor products and services accordingly.

Suppliers 95

Suppliers Innovation Leadership Decision-making 95

Customer Think

APRIL 8, 2024

Illustration 42097686 © Retro Clipart | Dreamstime.com Can your customers count on superior product and service quality regardless of the employee involved? Most employees view their total job role in terms of the requisite job knowledge and job skills needed to reliably execute assigned […]

Customer Experience 59

Customer Experience 59

Flevy

MARCH 26, 2021

Core Product or Service Portfolio. Cost Management (drives short-term success). Revenue Growth (drives long-term success). Long-term Strategy and R&D Investment. In order to launch the Transformation effort on the correct footing, Cost Management is key, in the short term especially. public companies.

Banking 98

Banking Supply Chain Digitalization Stakeholders 98

Customer Think

JANUARY 16, 2024

Customer service emerges as a vital difference in the fast-paced and complex world of logistics, where the smooth transportation of goods is crucial. The term “customer service in logistics” refers to a complex collection of contacts and operations that extend beyond cargo deliveries.

Logistics 69

Logistics Transportation 69

Sales Gravy

MARCH 24, 2024

Long-term Relationships: The focus on building long-term relationships with customers rather than short-term transactions. Jeb and Barry explore and focus on the strategic importance of customer success, the value of human interaction, and the role of company culture in shaping customer experiences and relationships.

Business Growth 80

Business Growth Acquisition Customer Success Customer Experience 80

PandaDoc

APRIL 8, 2024

Their role is to foster deal structuring and ensure that every deal in a sales pipeline is advantageous for the company in terms of return on investment and alignment with business strategy. This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Customer Think

APRIL 23, 2024

Source: Unsplash We all agree to the terms and conditions (T&Cs) for services and products we use without ever reading them. The truth is that there are not enough hours in the day for any of us to really read everything and if you wanted to query one clause on page 57 then what would […]

Customer Experience 45

Customer Experience 45

Hubspot Sales

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. You'll provide a brief overview of your product or service and try to gain their interest. Can you tell me more about your role and responsibilities within your organization?” “How

Negotiation 96

Negotiation Telecommunications Sales Software 96

Brooks Group

MARCH 28, 2024

Senior leaders control budgets, set strategy, and have the authority to champion major initiatives across the organization. By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. Senior decision maker titles also vary by industry. Build credibility.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Groove HQ

MARCH 28, 2024

A well-written customer support email can make all the difference between refund and a cross-sell (or long-term customer loyalty.)

62

62

Hubspot Sales

APRIL 15, 2024

They create prospect lists that allow them to focus on where realistic revenue can sustain them in the short- and medium-term business investing. At the same time, they allocate about 25% of their prospecting to focus on long-term aspirational goals. Let’s take a look at what they had to say.

Sales 111

Sales Prioritization CRM Communication 111

Zendesk

MAY 27, 2022

As a service-first company, we update our terms and policies on an annual basis, driven by customer feedback, evolving legal standards, and product updates. If you would like more information about our legal terms, please visit our Agreements and Terms Website. A summary of the key updates is below. Privacy Notice.

Communication 98

Communication 98

Brooks Group

FEBRUARY 12, 2024

Once a prospect buys your product or service, they represent an opportunity for future growth. Upselling = Upgrade/Enhance Upselling is persuading a customer to buy a more expensive version of a product or service with an upgrade, enhancement, or premium option. Examples include service add-ons and complementary products.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Arpedio

JANUARY 3, 2024

While the terms may seem interchangeable, they refer to two distinct processes that serve different purposes. Account Management is a critical function in sales and customer service, centered around the maintenance and nurturing of existing customer relationships. What is Account Management? What is Account Planning?

Account Planning 52

Account Planning Account Management Management Client Relationships 52

Brooks Group

FEBRUARY 27, 2024

B2B buyers today see many products and services as commodities: items that seem equivalent no matter who produces them. This is when a value-based selling approach—the ability to add value to your product or service—is critical. Profitability and long-term growth are more of a challenge.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

Brooks Group

FEBRUARY 23, 2024

This can have significant long-term implications for both individual sales professionals and the organization as a whole. Failure to qualify may lead to inefficiencies as sales professionals spend excessive time nurturing prospects who are not a good fit for the product or service—delaying the sales cycle and reducing overall efficiency.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Insightly

MARCH 1, 2024

Choose an Insightly Partner to help with your CRM and marketing automation tasks, or become an Insightly Referral Partner and expand your service offerings and grow your revenue. While the program has existed informally for years with businesses offering services, Insightly officially launched its Partner Program in the fall of 2023.

CRM 52

CRM Onboarding Client Relationships Marketing 52

Arpedio

FEBRUARY 14, 2024

While these terms are sometimes used interchangeably, they actually have distinct differences and play unique roles within an organization. Understanding the nuances between account management and sales can help businesses optimize their strategies and ensure long-term client relationships.

Account Management 52

Account Management Management Sales Client Relationships 52

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. And you wouldn’t be alone—this is how many businesses introduce their clients to their products and services. But there’s more to do. Table of Contents What is client onboarding?

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Nutshell

MARCH 15, 2024

Developing a sound lead nurturing strategy is the best way to achieve this and, when done right, can lead to future upsells, long-term customer loyalty, and brand advocacy. Lead nurturing is the process of building relationships with prospects who aren’t quite ready to purchase your product or service.

CRM 71

CRM Software Software Communication 71

Arpedio

FEBRUARY 22, 2024

Enter value selling – a strategic mindset and approach that focuses on articulating and delivering the unique value proposition of a product or service to potential customers. Furthermore, value selling isn’t just about closing deals; it’s about building long-term, mutually beneficial relationships with customers.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Flevy

OCTOBER 5, 2023

The term Growth Hacking was first coined by Sean Ellis—a startup advisor, angel investor, and entrepreneur—in 2010 to think beyond traditional Marketing and add a methodical, scientific approach to it. It was Andrew Chen who gave the term widespread exposure through his blog titled, “Growth Hacker is the new VP Marketing.”

Acquisition 103

Acquisition Investors Digital Transformation Profitability 103

Flevy

MARCH 26, 2024

They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated. FlevyPro is currently used by 100s of consultants and business executives.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Arpedio

MARCH 6, 2024

Rather than solely focusing on sales transactions, account management emphasizes building trust, understanding client needs, and delivering tailored solutions to drive long-term growth. Account management serves as the backbone of successful businesses, playing a pivotal role in fostering lasting relationships with clients or customers.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Hubspot Sales

APRIL 1, 2024

3 Things Sellers Can Do to Hit Their Numbers Chief Revenue Officers, VPs of Sales and the rest of sales and marketing leadership are undoubtedly building new playbooks to address the change over the long-term. In the short-term, there are things you as a seller can do, too. Ask any salesperson if they get enough inbound leads.

CRM 80

CRM Sales Environment Leadership B2B 80

Sales Gravy

NOVEMBER 20, 2023

These teams play a critical role in ensuring that the client is successfully using the product or service and achieving their desired outcomes. Long-term client relationships fostered through account expansion often result in more predictable and stable revenue streams.

Account Management 89

Account Management Management Client Relationships Business Growth 89

Brooks Group

FEBRUARY 16, 2024

They build long-term relationships based on reciprocity. The people who have this skill not only sell more; they sell better business—better terms, better margins—because they’re able to create relationships. Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings. We arranged to meet at the store.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Arpedio

FEBRUARY 20, 2024

A value chain is a concept used in business management to describe the sequence of activities and processes involved in creating and delivering a product or service to customers. It encompasses all the stages from the initial raw materials or inputs to the final delivery and support of the finished product or service.

Logistics 52

Logistics Transportation Procurement Manufacturing 52

Sales Gravy

SEPTEMBER 16, 2023

Sales organizations should prioritize customer service and engagement as a means to drive pipeline growth and set themselves apart from competitors. Sales organizations should prioritize customer service and engagement as a means to drive pipeline growth and set themselves apart from competitors.

Customer Experience 96

Customer Experience Marketing Prioritization Sales 96

Customer Think

JANUARY 29, 2022

Not to be confused with customer experience or customer service, customer success is how businesses conceive of the long-term success of their clients, achieved through direct collaboration with themselves as software providers. SaaS organizations are increasingly growing wise to the importance of customer success (CS) programs.

Customer Success 124

Customer Success Customer Experience Software Software 124

Sales Management Plus -- SMP

APRIL 11, 2024

The most common determination of enterprise value in wholesale and durable goods distribution is a long-term track record of profit and sales growth. Shareholders, financing partners and potential acquirers of your business see through short-term strategies to boost profits. You cannot cut your way to real value.

Shareholders 52

Shareholders CRM Profitability Finance 52