SBI

JANUARY 8, 2013

Customer-centric selling is based on the principle that reps must play a critical role in helping prospects discover and quantify their problems. Customer Centricity is an overarching philosophy that puts the focus squarely on how to have critical one-on-one conversations—and not just what to say or how to say it.

CRM 51

CRM Banking Retail Management 51

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. You can compare revenue to SG&A (Selling, General, and Administrative) expenses.

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 82

Digitalization Marketing Sales 82

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

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. This methodology transcends the traditional transactional model, focusing instead on building relationships , understanding customer needs, and delivering tailored solutions. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Customer Think

MARCH 13, 2024

In the previous article in this series on Outcome-Centric Selling® I addressed the importance of identifying and targeting the common characteristics of our ideal customers – and now I want to turn our attention to identifying and targeting the key roles within those most valuable potential customers.

Sales 63

Sales 63

Mike Kunkle

AUGUST 8, 2023

When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. Fragmented customer experiences, misaligned strategies, increased friction for customers, and unfulfilled revenue potential. Establish customer advisory boards and sales advisory boards.

Sales 188

Sales Prioritization Innovation Leadership 188

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

Arpedio

FEBRUARY 27, 2024

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. What is Relationship Selling? Relationship selling goes beyond the traditional transactional approach to sales.

Prioritization 52

Prioritization Communication Software Software 52

Mike Kunkle

FEBRUARY 5, 2023

The seller side can actually align to the larger customer lifecycle with the “sales process” or Opportunity Management aligning with the buying process or purchase pursuit. Now, Layer Methodology into Your Process Methodology includes the buyer- or client-facing selling tasks in your process.

B2B 198

B2B Sales Decision-making Negotiation 198

Customer Think

MARCH 27, 2024

In the previous article in this series on Outcome-Centric Selling® I addressed the importance of researching, targeting, and engaging the key roles in your ideal customers – and now I want to turn our attention to identifying and targeting the key trends and trigger events that are most likely to convince these key roles in […]

Sales 52

Sales 52

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. 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.

Software 52

Software Software Decision-making Performance Review 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 98

Customer Experience Customer Success CRM Innovation 98

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

APRIL 3, 2024

What is Solution Selling? 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.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

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

FEBRUARY 26, 2024

A strategy that has gained significant traction in recent years is Account-Based Selling (ABS). 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. Perhaps you’ve tried it yourself.

Advertising 52

Advertising Sales CRM Media 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

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 Communication Management Artificial Intelligence 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

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox. Build a Message That Centers on Value.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

Clarity Engagement Solutions

MAY 10, 2022

The 4 Zones™ of Customer Engagement is a practical, coachable, and repeatable framework training delivered by Clarity that combines the setting of everyday language and industry-leading best practices. Some of Our Latest Blogs. The post What is 4 Zones™ Customer Engagement? Click HERE to learn more!

Account Management 91

Account Management Healthcare Stakeholders Decision-making 91

Mike Kunkle

APRIL 8, 2023

This applies to a customer lifecycle, the buying process within it, and your sales process which should be mapped to it.) click image to view a larger version] This is why selling to multiple decision makers is referred to as “the complex sale.” And sometimes, exit criteria may be very different between buyers or stages.

B2B 211

B2B Decision-making Sales Stakeholders 211

Mike Kunkle

MAY 15, 2019

While much is being written on artificial intelligence (AI), there are many wide-ranging conceptions on the impact on the sales process, the sales force, and the customer as well. Every C-level executive is contemplating what this means to their business approach and ability to serve the customer. How to prepare for this shift?

Artificial Intelligence 130

Artificial Intelligence B2B Co-Creation Decision-making 130

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. Ready to increase customer lifetime value? Try ARPEDIO's Account-Based Selling Platform! Let's talk!

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

SBI Growth

JULY 21, 2013

Customers are suffering. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. Download 8 Strategic Imperatives of Buyer-Centric Selling. In contrast, the Sales industry in general has been dragged kicking and screaming to buyer-centricity. The sales field is suffering.

Marketing 134

Marketing Decision-making Sales Facilitation 134

Arpedio

OCTOBER 21, 2021

Back to blog. At ARPEDIO, the key insights we’ve gained, alongside our customers, is that COVID-19 is an accelerant — an accelerant for digital transformation that had already begun. It supercharged a pivot to customer-centricity. How ARPEDIO’s digital solutions can empower your business and create continuous GROWTH. ?

Digitalization 52

Digitalization Digital Transformation Account Management B2B 52

Arpedio

OCTOBER 21, 2021

Back to blog. At Arpedio, the key insights we’ve gained, alongside our customers, is that COVID-19 is an accelerant — an accelerant for digital transformation that had already begun. It supercharged a pivot to customer-centricity. Are you wondering whether your customers see the value that you are providing?

Digitalization 52

Digitalization Digital Transformation Account Management B2B 52

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . Think about the selling potential of customer service and success teams, and think about the growing number of online shops, product and checkout pages also in the B2B space. Did sales enablement success factors change during COVID-19? .

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Arpedio

JUNE 1, 2023

Key Takeaways From SAMA 2023 Annual Conference ← Back to blog Once again, The Strategic Account Management Association (SAMA) brought together sales and strategic account management professionals from around the globe for their annual conference. Our customers are changing even faster. Let them feel the ownership that you have.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Hubspot Sales

JUNE 9, 2023

If you have previous, people-centric job experience, you can leverage your prior roles to make your way into sales. Learn how to write cold emails , listen to experts on the best sales podcasts , read content on the best sales blogs , subscribe to the best sales newsletters , and take free or paid sales training courses. Start selling.

Sales 110

Sales Insurance Decision-making Transportation 110

Customer Think

AUGUST 24, 2021

It’s even more difficult to find customer centric talent for a fledgling business. Many young professionals are more focused on developing skills needed to acquire new customers rather than nurturing current ones for cross-sell and up-sell opportunities, but these are the most likely […].

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Hubspot Sales

JULY 28, 2021

One of the most lucrative ways to improve your bottom line is through boosting your sales team's effectiveness — yet many companies choose to focus on aspects of the business like product velocity or customer support costs rather than dialing in on their sales execution. and provide eight ideas for improving yours. Create a plan.

Sales 121

Sales Advertising Decision-making Marketing 121

Arpedio

DECEMBER 18, 2023

Sales Enablement is a holistic approach to equipping sales teams with the resources and support they require to sell more effectively. Companies that effectively implement Sales Enablement initiatives stand to gain a significant competitive advantage, with the potential to increase both revenue and customer satisfaction.

Sales 52

Sales Business Growth Organization Marketing 52

Brooks Group

OCTOBER 19, 2022

This becomes increasingly important for companies who rely on the joint efforts of Marketing, Sales, Account Managers, and Customer Service, not to mention all the people managing all those departments, to reach their goals. Today’s customers don’t make one decision to do business with you. Customer Service Representative.

Sales Training 84

Sales Training Sales Account Management B2C 84

Mike Kunkle

JUNE 12, 2022

If your business model includes SaaS or ongoing revenue streams, flow transactions or purchases, speak with your largest customers to understand not only their condition and how you can support them, but also how their current state may impact you. Working Remotely and Selling Virtually. Sales Force Structure.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Arpedio

MARCH 5, 2024

In this digital age where competition is fierce and customer expectations are soaring, the need for robust account management strategies has never been more pronounced. It involves a strategic blend of communication, problem-solving, and customization to ensure both client satisfaction and organizational prosperity.

Account Management 52

Account Management Management Client Relationships Prioritization 52