QYMATIX

NOVEMBER 15, 2022

Joachim Meyn has many years of experience in B2B sales and customer management. Therefore, one of the reasons to conduct systematic new customer acquisition is to replace these departing customers. First and foremost, it makes sense to analyze the reasons. Customer Win-Back in B2B – To Do and Conclusion.

B2B 40

B2B Software Software Acquisition 40

Upland

APRIL 20, 2023

As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. Well, here are a few reasons: Face-to-face selling is back on the rise: according to recent studies, buyers actually prefer to interface with sellers when it comes to complex, B2B sales.

Account Management 195

Account Management Management Account Planning Decision-making 195

Corporate Visions

AUGUST 6, 2020

Those campaigns generated interest, but at some point, there was always that handoff to Sales, who would ultimately guide the buyer toward a decision. In 2012, CEB noted that B2B buyers weren’t contacting suppliers directly until 57 percent of the purchase process was complete. Then, several years ago, it all started to change.

Marketing 90

Marketing Suppliers Decision-making Sales 90

QYMATIX

SEPTEMBER 21, 2021

In this article, you will learn about an interesting B2B practice in which customer retention is contrasted with customer acquisition. In most cases (in B2B sales), the initial order from a new customer does not cover costs. In cold calling , the quality of the address is the decisive factor. What is more expensive?

B2B 40

B2B Artificial Intelligence Acquisition CRM 40

Red Star Kim

APRIL 12, 2023

I’m still only a few months in and am still learning every day – but how can I step up in my new role and use the skills I’ve learnt from B2C and apply them within a B2B role effectively? Furthermore, many transactional services are often promoted through third party referrers and intermediaries – another form of B2B.

Media 130

Media Marketing B2C Stakeholders 130

QYMATIX

SEPTEMBER 21, 2021

In this article, you will learn about an interesting B2B practice in which customer retention is contrasted with customer acquisition. In most cases (in B2B sales), the initial order from a new customer does not cover costs. In cold calling , the quality of the address is the decisive factor. What is more expensive?

B2B 40

B2B Artificial Intelligence Acquisition CRM 40

Strategic Communications

APRIL 17, 2024

Poor Business Decisions and Management: In some cases, the downfall of these brands can be attributed to poor strategic decisions and ineffective leadership. In addition to content creation we specialize in helping B2B clients raise awareness and drive website traffic through a strong LinkedIn and Twitter presence.

Innovation 52

Innovation Retail Value Proposition Logistics 52

Corporate Visions

DECEMBER 12, 2019

When Sales Enablement first showed up in the B2B enterprise, the role became a sidekick to the in-person, acquisition-focused selling conversation. The B2B buying process isn’t as linear or predictable as Sales leaders assume. And the best way to build those tools is to understand how customers make decisions.

Acquisition 90

Acquisition Decision-making Sales B2B 90

Strategic Account Management Association

JUNE 30, 2021

Harvey Dunham: We are asking the smartest customer-facing people in B2B how to become trusted advisors to customers they cannot afford to lose. So, from the customer’s and service team’s perspective the SAM represents the expertise and can make things happen for those customers. Register here. Becoming a Trusted Advisor.

Digitalization 520

Digitalization Organization Account Management Management 520

Arpedio

FEBRUARY 22, 2024

Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. This key decision-maker has the authority to approve the purchase and allocate resources accordingly.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Account Manager Tips

NOVEMBER 29, 2022

Manage accounts in multiple regions, where decision making and policies are centrally decided. Focused on lead generation and account acquisition and growth. An engaged customer success community for B2B SaaS leaders (or aspiring leaders). Look after bigger, more complex, more prestigious accounts. Global account manager.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

ProlifIQ

APRIL 3, 2023

Account Planning Tools For B2B Sales Teams Is your sales team building plans in slide decks, or spreadsheets, or storing key information about your stakeholders and accounts that isn’t easy to find? Account Action Plan Relationship Mapping: Understanding who the main decision-makers in your key accounts are is critical.

Account Planning 52

Account Planning Stakeholders CRM Decision-making 52

QYMATIX

MAY 31, 2022

One of the critical tasks of a sales manager is to timely identify which opportunities have better chances of closing and what makes a “good” sales opportunity. Key Account Managers in B2B typically serve hundreds of customers and oversee dozens of new and existing sales opportunities. What Does Predictive Modelling Mean for Sales?

Sales Analytics 98

Sales Analytics Artificial Intelligence Key Account Management Sales 98

Zendesk

MAY 19, 2022

Business-to-business (B2B). Business-to-business (B2B) refers to sales that happen between one business and another. Many B2B companies sell to individual customers, too, but they often have separate departments for both, as B2B sales are more complex with a longer sales process. Customer acquisition cost (CAC).

B2C 98

B2C Sales CRM Profitability 98

QYMATIX

FEBRUARY 1, 2022

Predictive Sales Analytics is a Game-Changer in B2B. Productivity in business-to-business (B2B) sales is simply defined as the output rate of a sales team, considering all direct costs and performance. The ability to make predictions in B2B sales will radically affect the productivity of sales teams.

Sales Analytics 52

Sales Analytics Key Account Management B2B Sales 52

Insightly

APRIL 4, 2023

In today’s digital age, customer relationship management (CRM) systems have made it easier for businesses to manage the entire customer journey from acquisition to loyalty. This stage is focused on providing the customer with the information they need to make an informed decision.

Customer Life Cycle 52

Customer Life Cycle CRM Manufacturing Advertising 52

Brooks Group

MARCH 6, 2024

But these measurements alone don’t give sales leaders enough information to make good decisions that improve performance. Make sure each KPI you track directly contributes to the outcomes you want. Objectively Measurable Make sure the KPIs you focus on are objectively measurable rather than subjective.

Organization 88

Organization Account Management Sales Sales Training 88

Corporate Visions

OCTOBER 17, 2019

Over the years, a number of psychological studies have shown that when faced with a decision, the majority of people tend to stick with their status quo. And most of the time, you aren’t even aware of how this bias affects your decisions. And people are twice as motivated to make a decision to avoid a loss than to achieve a gain.

Marketing 66

Marketing Acquisition Decision-making Sales 66

SBI Growth

NOVEMBER 11, 2012

B2B Marketing teams are seeing fruit from their investment in content marketing to fuel Lead Generation efforts; 2-3x increase in the quantity of inbound leads. If you haven’t yet implemented Content Marketing into your B2B marketing team, you can catch up. On the right side are direct methods of acquisition. No worries.

Marketing 127

Marketing Acquisition B2B Communication 127

SmartKarrot

JUNE 30, 2022

Customer success is one aspect of corporate SaaS mergers and acquisitions that is sometimes overlooked. During mergers and acquisitions, even the slightest operational change can significantly influence both the staff and the clients. Reasons that make customer success essential during mergers and acquisitions.

Acquisition 10

Acquisition Customer Success Energy and Utilities Logistics 10

Openview

DECEMBER 12, 2018

Importance of understanding decision science. The neuroscience community’s understanding of how the brain makes decisions has accelerated rapidly in just the past few years. Optimizing selling activities, tools and processes with how the buying brain makes decisions would be a really valuable thing to know, right?

Sales 100

Sales Decision-making Leadership Financial Services 100

Agile CRM

FEBRUARY 11, 2021

It is no longer about making a sale because long gone are the days when customers obliged to simple product advertisements and sales catalogs. Companies typically make use of excellent CRM solutions to stay on top of their customer relationships. Customer relationships are at the heart of every business. What is CRM analytics?

CRM 98

CRM Decision-making Digitalization Profitability 98

DemandFarm

MAY 2, 2024

Good relationship management, with the help of effective CRM software and marketing automation, can also help attract and retain new customers, suppliers, and partners, making it a valuable tool for businesses looking to improve their client experience and grow and expand through lead management and human resources best practices.

Management 40

Management Banking CRM Profitability 40

ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. Additionally, an effective account plan identifies key stakeholders within the account, including decision-makers and influencers.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

PandaDoc

JUNE 11, 2024

What is B2B sales, and what strategies can you use to maximize your success? Whether you’re a B2B-native startup or an established direct-to-consumer company pivoting to B2B sales, this guide will walk you through everything you need to know about B2B. What is B2B sales? Why is B2B sales important?

B2B 52

B2B B2C Sales Decision-making 52

PandaDoc

NOVEMBER 25, 2022

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. LinkedIn advertising allows precise targeting, meaning you can contact the decision-makers directly and lower the costs of customer acquisition. However, since its founding, a lot has changed. Enhance close rates.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

QYMATIX

AUGUST 8, 2022

Since then, growth in B2B e-commerce has also slowed further. Is B2B commerce facing a turning point? One former manager wrote me: “in retrospect, the company simply placed too great a focus on permanent growth through acquisitions. will make next, you will find out in part 3 of the Wollschläger series (published on 16.08.22).

Logistics 40

Logistics e-Learning Telecommunications B2B 40

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

SalesPop

MARCH 25, 2021

The more I’ve been diving into account management in the creation of this series of articles, the more I’m discovering how widespread a lack of account management is in B2B organizations. In more complex B2B sales, the focus is constantly put on the lead machine, on obtaining new customers. It’s not discussed much, not even in books.

Account Management 98

Account Management Management B2B Advertising 98

SBI

DECEMBER 14, 2021

Mediafly Announces Definitive Agreement to Acquire InsightSquared; Creates the Most Complete Enablement and Intelligence Platform for B2B Revenue Teams. Despite a digital-first selling environment, today’s B2B revenue leaders forecast, prioritize and create sales strategies based on a small fraction of data.

B2B 56

B2B Digitalization Decision-making Healthcare 56

Apptivo

OCTOBER 3, 2022

The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. Lifecycle marketing is as much about retention, as it is about acquisition, incorporating a 360° approach. Who is a buyer and who is a customer? Strategies: 1.Awareness

Marketing 98

Marketing Value Proposition CRM Publishing 98

Miller Heiman Group

OCTOBER 8, 2019

Conditioned by their experiences as consumers in receiving personalized and seamless experiences from brands, today’s B2B buyers expect sellers to provide a similar experience throughout the buying cycle. It’s a personal selling platform that allows professionals to connect with decision makers. Connect with Your Buyers.

Acquisition 58

Acquisition B2B Digitalization Decision-making 58

Zendesk

FEBRUARY 21, 2024

In today’s virtual world, inside and outside sales teams play crucial roles—making it important for your business to incorporate them into your modern sales strategy. It’s prevalent in tech sales , business-to-business (B2B) industries, and software as a service (SaaS) sales. What do inside sales reps do?

Sales 52

Sales Computers and Electronics Decision-making Software 52

SmartKarrot

APRIL 22, 2022

Businesses are always focussing on lead generation and targeted advertising for customer acquisition. However, customer acquisition is something that demands focus! B2B companies will have to bank on customer retention as a key strategy to achieve long-term growth. Top 10 B2B customer retention strategies.

B2B 10

B2B Value Proposition Banking Onboarding 10

Arpedio

MAY 30, 2022

And, lastly, ultimately, the role of the SAM is critical in ensuring those strategic accounts are properly supported throughout the buyer journey, from acquisition all the way to advocacy. Excerpt from the McKinsey 2021 B2B Pulse Survey. Now, the challenge is, how do we make our presentations more interesting than a beige wall?

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

Brooks Group

MARCH 27, 2023

It handles every aspect of your sales process, making your salespeople more effective and successful. Sales operations analyze the data and make key decisions, while sales enablement helps roll out processes that make operations a breeze. It helps you identify areas of improvement and make changes accordingly.

Sales 52

Sales Advertising Sales Training Profitability 52

Hubspot Sales

AUGUST 22, 2022

To help you tap into these powerful trends and reach your sales goals, we surveyed B2B and B2C salespeople and sales leaders in the U.S., Of course, the strategies used will depend on whether they sell B2B or B2C, so let’s dive into how B2B sales professionals are getting ahead first, then take a look at the top B2C strategies.

B2C 86

B2C Sales CRM B2B 86