Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Strategic Account Management Association

SEPTEMBER 13, 2021

In business, it has created an opportunity to reflect on how companies are managing customers, and it has given customers a window of opportunity to re-evaluate their supplier relationships to determine which partnerships are truly valuable. The shared success plan is foundational to deep customer collaboration.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

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). The majority of the emails marketing teams are sending are sales-oriented.

Virtual Selling 52

Virtual Selling B2B Suppliers Sales 52

Customer Think

FEBRUARY 3, 2022

As customers adapt to the world-shaking events of the last two years, their needs, desires, and shopping habits continue to change. To keep up with them in 2022, particularly as B2C brands, customer centricity will be more important than ever.

B2C 80

B2C Marketing Digitalization Leadership 80

Mike Kunkle

AUGUST 8, 2023

These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. Invest in buyer persona and market research. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

OCTOBER 2, 2022

It’s targeting (markets, personas, problems). It’s “other-centric” servant leadership (leading, serving, acting in your buyers’ and customers’ best interests, creating, communicating, and confirming value, and change management). SPARXiQ Blog: [link]. There just aren’t enough of them.

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

Customer Think

JANUARY 22, 2024

I have seen many articles that refer to a company’s “customer-centric people,” “customer-centric behavior,” “customer-centric tips,” “customer-centric marketing,” etc. I originally wrote today’s post for CX Network. It appeared on their site on October 17, 2023.

Marketing 64

Marketing Customer Experience Leadership 64

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

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. This should also allow you to correlate stick rates/customer retention improvements, reduced churn, and account growth.

Sales 258

Sales Finance Decision-making Profitability 258

NG Data

MARCH 13, 2024

Customer-centric organizations prioritize providing exceptional customer experiences, target their most valuable customers with relevant offers, and increase customer loyalty and retention rates resulting in better profits and a competitive advantage in the market. Source The post What is Customer-Centric?

Prioritization 52

Prioritization Profitability Customer Experience Organization 52

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.

Stakeholders 64

Stakeholders Prioritization Customer Experience Organization 64

Strategic Account Management Association

MARCH 2, 2022

Our aspiration, I believe, should be to create a workforce that reflects the incredible diversity of our customers, our partners, our suppliers and our community. So how do we as leaders effectively partner and connect with this workforce and, most importantly, with our multi-generational customers? The business case for diversity.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

Customer Think

FEBRUARY 10, 2023

Back at the end of January I spoke at the Furniture Marketing Group Symposium in Las Vegas. My focus was on deliberately designing a customer-centric culture, I talked about building a winning organization and fixing the experience from the inside-out.

Organization 128

Organization Marketing Customer Experience 128

Red Star Kim

FEBRUARY 1, 2024

International Marketing Benchmark 2024 from Meridian West – AI dominates the agenda. Key findings of the International Marketing Benchmark 2024 Unsurprisingly, there is generally much greater business confidence. increase in marketing budget 6. And Gen AI appears to dominate both management and MBD agendas.

Marketing 130

Marketing Leadership Profitability Digitalization 130

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

Customer Think

OCTOBER 19, 2023

Customer centricity is no longer a strategic advantage; it’s table stakes. Yet, a truly sustainable, effective customer-centric culture needs one key characteristic: it starts at the top.

Marketing 64

Marketing Sales Leadership 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

JULY 31, 2021

In today’s increasingly consumer-centric marketing environment, it is becoming crystal clear that the customer needs to come first. However, chances are that you’re part of the 86% of marketers who don’t believe their organization is truly customer-centric yet.

Management 85

Management Marketing Organization Digitalization 85

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. SIDEBAR: See this post on LinkedIn , where I shared the Deming quote, and the interesting comments that ensued.

B2B 198

B2B Sales Decision-making Negotiation 198

Customer Think

OCTOBER 31, 2023

Many business-centric people have profound expectations when establishing their ventures. Sales and marketing are not the ONLY resources that will appeal to more customers. Their key focus is usually how to leverage sales and reach and engage a large clientele base. You must […]

Customer Experience 64

Customer Experience Marketing Sales 64

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

MARCH 6, 2024

Account management serves as the backbone of successful businesses, playing a pivotal role in fostering lasting relationships with clients or customers. In this blog post, we’ll delve into the intricacies of account management and explore key techniques for mastering this essential aspect of business operations.

Account Management 52

Account Management Management Prioritization Client Relationships 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.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Arpedio

FEBRUARY 27, 2024

In this blog post, we will delve into the principles, strategies, and benefits of relationship selling, exploring how it can drive sustainable business growth and foster enduring customer relationships. At its core, it prioritizes building meaningful connections and fostering trust with customers. What is Relationship Selling?

Prioritization 52

Prioritization Communication Software Software 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

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 59

Customer Experience Customer Success CRM Innovation 59

Customer Think

FEBRUARY 3, 2023

Last week, I spoke at the Furniture Marketing Group Symposium in Las Vegas. My focus was on deliberately designing a customer-centric culture, getting leaders. I talked about building a winning organization and fixing the experience from the inside-out.

Customer Experience 75

Customer Experience Organization Marketing Leadership 75

Customer Think

DECEMBER 8, 2023

Adaptability and customer-centricity are the cornerstones of a successful eCommerce strategy in today’s rapidly evolving digital landscape. Businesses that swiftly respond to changing customer preferences and market dynamics poise themselves for long-term success.

eCommerce 64

eCommerce Digitalization Meetings Marketing 64

Arpedio

FEBRUARY 26, 2024

In this blog post, we will explore the key principles and steps involved in implementing ABS in your sales process, providing you with a comprehensive guide to elevate your sales success. Understanding Account-Based Selling ABS is a strategic framework that aligns sales and marketing efforts to target and engage high-value accounts.

Advertising 52

Advertising Sales CRM Media 52

Arpedio

APRIL 3, 2024

Solution selling is a sales methodology focused on addressing the specific needs and challenges of customers by providing comprehensive solutions rather than simply selling products or services. The solution selling approach requires a deep understanding of the customer’s industry, business environment, and competitive landscape.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Arpedio

DECEMBER 18, 2023

In practice, this means implementing a range of practices and strategies that empower sales reps, including training and development, sales and marketing alignment, and technology adoption. It provides sales teams with valuable resources they can leverage to engage customers and close deals.

Sales 52

Sales Business Growth Organization Marketing 52

Cosawi

FEBRUARY 27, 2023

The second article addressed the critical role of Executive Sponsor engagement and how it can impact the success and resilience of your strategic customer partnership when done well. In both our careers, we have seen sales and marketing joined at the hip; although sometimes siloed, they have traditionally worked together in parallel.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Strategic Account Management Association

JANUARY 25, 2022

This is the story of how I led a project with my integrated account team to support a process for a key customer to efficiently and effectively triage appropriate patients out of the emergency department so that they could receive proper outpatient care. The customer in this case is a large, U.S. health system. Anticipating challenges.

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

Arpedio

FEBRUARY 22, 2024

Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively. The key objectives of Spin Selling include: Understanding the customer’s current situation and context.

Software 52

Software Software Decision-making Performance Review 52

Arpedio

DECEMBER 19, 2023

The vital role of Customer Success in Account Management Explore ARPEDIO's Account Management Software ← Back to blog In recent times, companies have come to realize the significance of aligning their customer success and account management strategies. Let’s dive in!

Account Management 52

Account Management Customer Success Management Artificial Intelligence 52