Strategic Account Management Association

OCTOBER 26, 2021

Executive sponsorship is undoubtedly critical to the team and is a key internal and customer account role. It must be part of the SAM structure that is put in place to enable, support and execute the SAM vision and strategy by enabling customer partnership, account revenue generation and achievement of objectives.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Customer Think

JANUARY 24, 2022

Image Credit: Pixabay The eCommerce industry has been experiencing a boom in the past two years. With the advent of the global pandemic, more people resorted to eCommerce to meet their needs. According to Statista, more than 2.14 billion people made online purchases in 2021, which was way higher than the 1.6 billion that made […].

eCommerce 111

eCommerce Meetings Digitalization Marketing 111

Strategic Account Management Association

AUGUST 6, 2021

Additionally, customers have started to explore greater independence through forward integration (a push by carriers entering the freight-forwarding business) as well as through backward integration (insourcing, in some cases, the capabilities needed to manage express and domestic deliveries). “In

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Strategic Account Management Association

JUNE 14, 2021

Establishing a Customer-Centric GAM Program. Our program is oriented around three core, client-focused pillars: Culture : Create a customer-centric culture Trusted Advisor : Serve as a strategically aligned, trusted advisor Global Delivery : Optimize our client experience to consistently exceed expectations.

Global Accounts 520

Global Accounts Account Management Management Brainstorming 520

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. In this article, we will take a closer look at buying intent and its role in helping you navigate today’s intricate web of customer preferences, expectations, and buying behaviors.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Strategic Account Management Association

JUNE 1, 2021

In 1993, Fortune magazine did a feature story on Kiel using for the first time the “coach” metaphor that is frequently used in business literature today. In the past, sales has done a disservice by being in the business of creating human doings not human beings. This same belief rang true in the world of sales training.

Supply Chain 591

Supply Chain Leadership Decision-making Innovation 591

Sales Outcomes

AUGUST 16, 2021

Shifting from Sales Emails to Blog-Form Emails: B2B Sales-Centric Emails are Dead. Shift to Blog-Form Emails. How to Get Started with Blog-Form Emails. B2B SALES-CENTRIC EMAILS ARE DEAD (not just mostly dead). SHIFT TO BLOG-FORM EMAILS. 2-Bullet Tuesday is an example of blog-form email content.

Virtual Selling 52

Virtual Selling B2B Suppliers Sales 52

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. This unified effort propels businesses to new heights of success. Nowhere is this truer than with the commercial organization.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Customer Think

APRIL 22, 2021

Customer experience is more than a trending keyword, it is increasingly becoming the core of every business. It is the driving force behind customer loyalty and – when done right – can completely transform your business. As businesses have struggled […]. And why wouldn’t it?

Customer Experience 75

Customer Experience 75

Mike Kunkle

OCTOBER 2, 2022

Very often, in life and business, we participate in what I call “the influence business.” It’s situation assessment (current state challenges and opportunities, impacts, needs, desired future state, outcomes, priorities, with gap and impact analyses to create a compelling business case for action). or their issues.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

DemandFarm

OCTOBER 3, 2023

Customer-centric companies are 60% more profitable than companies that aren’t. What does customer-centricity truly mean? Gartner defines customer centricity as: “ the ability of people in an organization to understand customers’ situations, perceptions, and expectations.

Decision-making 98

Decision-making Innovation Customer Experience Profitability 98

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

NOVEMBER 23, 2023

This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue. In this post, I will offer advice about how to measure the ROI of your sales enablement program.

Sales 258

Sales Finance Decision-making Profitability 258

Customer Think

MARCH 7, 2024

In the previous article in this series on Outcome-Centric Selling® we addressed the importance of identifying and targeting our customer’s most pressing business issues – and now we are going to turn our attention to identifying and targeting our most valuable potential customers.

Digitalization 83

Digitalization Marketing Sales 83

Mike Kunkle

MARCH 31, 2023

It should be aligned to the customer lifecycle and buying process, where possible. Here are two examples of customer lifecycles and the corresponding sales processes, for a consultative process with an implemented solution, and a transactional process with a flow of purchase, stock, use or resell, and restock.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Customer Think

JUNE 19, 2023

Today’s article includes an excerpt from my latest book, Built to Win: Designing a Customer-Centric Culture That Drives Value for Your Business (Advantage|ForbesBooks) along with some additional thoughts on the topic. Did you know that custom.

Customer Experience 124

Customer Experience 124

Showpad

JANUARY 12, 2023

In her 20+ year tenure with the global energy management and automation company, Ljiljana has seen and led major technological evolutions across the business — from customer care to IT support and, most recently, sales enablement. . And that’s the same for our customers”. Building enablement around the customer journey.

Digital Transformation 59

Digital Transformation Management Digitalization Sales 59

Customer Think

MARCH 19, 2024

Top marketers understand the power of exceptional customer experience (CX). Progressive organizations prioritize a systematic approach, investing in core CX competencies that deliver sustainable value for all stakeholders – customers, the business, and employees. They then translate this into an actionable […]

Stakeholders 64

Stakeholders Prioritization Customer Experience Organization 64

Customer Think

JULY 21, 2021

Businesses now realize the need for a customer-centric approach to transforming their customer experience (CX). According to the Zendesk Customer Experience Trends Report 2021, 75 percent of company leaders agreed that the global pandemic accelerated the acquisition of new technologies to get customer-centricity right.

Acquisition 141

Acquisition Customer Experience 141

Customer Think

JULY 7, 2023

In today’s fast-paced and customer-centric business environment, gathering real-time customer feedback and engaging in social media conversations are both vital practices.

Media 106

Media Meetings Organization Customer Experience 106

Customer Think

NOVEMBER 14, 2022

Customer-centricity is an often misused term, but it actually has a pretty straightforward definition: put the customer at the center of all the business does. (It It does not mean that we will always say “Yes” to everything the customer asks for, nor does it mean that the customer is always right.)

Organization 122

Organization Customer Experience Leadership 122

Insightly

OCTOBER 5, 2021

This is part 3 of a customer service blog series based on conversations with members of Insightly’s client services and customer success teams. Many companies talk about being “customer-centric.” In reality, too few invest the time and effort to provide truly customer-centric experiences.

Customer Experience 98

Customer Experience Customer Success CRM Innovation 98

Mike Kunkle

FEBRUARY 5, 2023

What sales or revenue enablement leader doesn’t want to help deliver this kind of business impact? Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work. .” ~ CSO Insights 2019 Sales Enablement Report (p. increase in quota attainment 19.7%

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

FEBRUARY 1, 2024

Key findings of the International Marketing Benchmark 2024 Unsurprisingly, there is generally much greater business confidence. This seems at odds with the general business environment highlighted by Accenture’s research (see below). For professionals whose business-in-trade is words this is concerning.

Marketing 130

Marketing Leadership Profitability Digitalization 130

Customer Think

SEPTEMBER 7, 2023

In an era where customer expectations are rapidly evolving, businesses have finally recognised the importance of adopting a customer-first strategy. However, despite this awareness, many companies still struggle to fully embrace customer-centric practices. In this article, I propose ten […]

Customer Experience 65

Customer Experience Leadership 65

Arpedio

FEBRUARY 22, 2024

This methodology transcends the traditional transactional model, focusing instead on building relationships , understanding customer needs, and delivering tailored solutions. In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Arpedio

JANUARY 3, 2024

When it comes to customer acquisition and growth , businesses have two primary sales strategies at their disposal: inbound sales and outbound sales. Inbound sales involves drawing potential customers in through targeted marketing campaigns and personalized interactions, with a focus on building long-term relationships.

Acquisition 52

Acquisition Sales Media Decision-making 52

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount. This approach builds trust and fosters long-term relationships.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. As businesses strive to differentiate themselves and establish long-term success, the concept of relationship selling has emerged as a critical component of sales excellence.

Prioritization 52

Prioritization Communication Software Software 52

Customer Think

MARCH 8, 2024

Business leaders with customer-centric mindsets are – and should be – more than familiar with the customer service and sales benefits being promised by AI – in all of its forms.

Sales 64

Sales 64

Customer Think

APRIL 6, 2023

Technology has revolutionized how businesses interact with their customers, allowing for personalized experiences and a better understanding of their needs. In today’s highly competitive market, customer-centricity is crucial for success, and technology can play a pivotal role in achieving this goal.

Marketing 69

Marketing 69

Customer Think

MAY 24, 2023

As a customer-first strategist, I am frequently asked about customer centricity and the value it brings to a business when adopted. If you, too, have questions about customer centricity, I’m sure you […]

Customer Experience 64

Customer Experience 64

Arpedio

MARCH 6, 2024

Account management serves as the backbone of successful businesses, playing a pivotal role in fostering lasting relationships with clients or customers. Effective account management techniques are critical for businesses of all sizes and industries. It’s crucial to distinguish between sales and account management.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Customer Think

OCTOBER 31, 2023

Many business-centric people have profound expectations when establishing their ventures. If you fail, your business will derail and will not grow faster. Sales and marketing are not the ONLY resources that will appeal to more customers. You must […]

Customer Experience 64

Customer Experience Marketing Sales 64

Groove HQ

DECEMBER 13, 2019

“Customer centric” isn’t a buzzword for Steve & Kate’s Camps. It’s a way of doing business. The post A Customer Centric Approach: 5 Ways Steve & Kate’s Camps Earns ‘Customers for Life’ appeared first on Groove Blog.

72

72

Mike Kunkle

APRIL 8, 2023

This fuller qualification prevents sellers from chasing down rabbit holes and wasting time on deals that aren’t going anywhere – or at least not at the present time – and ensures that you have a reasonable chance to win the business.

B2B 211

B2B Decision-making Sales Stakeholders 211

Customer Think

JULY 4, 2023

For all the talk about customer-centricity, some businesses ironically downplay the actual voiceof the customer. They chase trends and make investments without fully considering how theseinitiatives will transform the customer experience. That’s h.

Customer Experience 59

Customer Experience 59