Corporate Visions

AUGUST 16, 2018

New customer acquisition and demand generation just seem to get all the love when it comes to commercial spend and resources. Meanwhile, the vast majority of company revenue and growth in a given year will come from existing customers. The result? In fact, research reveals it’s quite wrong.

Acquisition 40

Acquisition Customer Success Profitability Communication 40

Corporate Visions

SEPTEMBER 21, 2018

A few years ago, when a team of co-authors and I published The Three Value Conversations , we turned our focus (naturally) to three inflection points in the deal cycle that we thought—and still think—are fundamental to creating sales opportunities, bringing those opportunities through your pipeline, and negotiating a profitable close.

Acquisition 59

Acquisition Negotiation Profitability Customer Success 59

SmartKarrot

JANUARY 5, 2021

The evolving field of Customer Success owes its origin and rapid rise to a passionate community of pioneers, proponents, and practitioners. Here’s our Top 50 Customer Success Influencers list celebrating those frontiersmen and women pushing the boundaries and making Customer Success the force that it is today.

Customer Success 21

Customer Success Leadership Customer Experience B2B 21

PandaDoc

MAY 26, 2022

Get the eBook. This may seem like the most obvious component of a successful and clear sales strategy, but you might be surprised just how many businesses miss the idea of a crystal-clear sales target. Define KPIs and success metrics. How do you measure the success of your new sales strategy? Start using data efficiently.

Sales 52

Sales Business Planning Acquisition Small Business 52

Nutshell

JANUARY 14, 2020

We look at new MRR, number of new customers, number of customers still with us at 90 days as well as their MRR…We also look at a number of feature-usage metrics during the first 90 days that indicate customer adoption.” Customer Acquisition Cost (CAC). ” Jane Van Sickle , Sr.

Sales 127

Sales Software Software CRM 127

SmartKarrot

APRIL 23, 2020

Before we learn about the top things that CSMs need to arrest churn, we need to understanding that churn is of utmost importance as it helps us assess why customers leave and how it impacts the business. Modern business concepts have focused on two parameters Customer Acquisition Cost (CAC) and Customer Lifetime Value (CLV).

Acquisition 10

Acquisition Customer Success Internet Organization 10

SBI

NOVEMBER 7, 2019

Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey. Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Headcount exceeds 800 across 12 offices.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20