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. I’m not saying it should report elsewhere, just that it is critical to commercial success.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Customer Think

MAY 24, 2023

In today’s competitive retail landscape, providing an exceptional in-store customer experience is crucial to staying ahead. According to a 2019 PwC survey, 73% of customers pointed to experience as an important factor in their purchasing decisions. In this article, we’ll explore […]

Customer Experience 69

Customer Experience Retail 69

Showpad

NOVEMBER 21, 2021

This led to the development of a revenue enablement team that I currently lead, supporting all of the commercial, customer-facing teams. . Our Revenue Enablement team is responsible for supporting all of the commercial, customer-facing teams. . Training strategy encompasses three different components: knowledge, skill, and process.

Supply Chain 98

Supply Chain Healthcare Onboarding Sales 98

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

Customer Think

OCTOBER 18, 2023

The introduction of collaborative strategies is not only a response to changing customer expectations but also a strategic imperative. By aligning the efforts of marketing, sales, customer service, and product development, organizations can provide a consistent customer experience.

Customer Success 69

Customer Success Innovation Customer Experience Organization 69

Upland

MAY 4, 2023

How are sales teams meant to grow revenue in key accounts without a well-thought-out account planning strategy ? A higher growth rate should pique large enterprises’ interest when putting together their own long-term account planning strategy. Not necessarily. After all, account planning is an ongoing, iterative process.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Showpad

DECEMBER 5, 2021

In this interview, Tom shares how the partnership between marketing and sales made all the difference in rolling out a new digit al sales strategy. . “If My passion is around creating customer value—and I saw an opportunity to do this at Kaiser Permanente. . What are the ways you are thinking about digitizing the sales process?

Digitalization 98

Digitalization B2B Sales Customer Value 98

Customer Think

OCTOBER 1, 2023

In today’s rapidly evolving business landscape, companies face numerous challenges that can hinder growth and negatively impact long-term success. Customer Churn Losing customers is […] To thrive in 2023, it’s essential to identify and address the critical pitfalls that threaten your organization.

Customer Success 72

Customer Success Organization Leadership 72

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. Let’s dive into the key barriers that often hinder sales leaders from reaching the full potential for their sales forces and explore strategies to break through these limitations. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Customer Think

JANUARY 17, 2023

To have a successful business, you need to focus on customer marketing. This involves gathering customer data and using it to improve your marketing strategies. Many businesses now use AI-driven customer marketing models, which effectively increase conversions.

Marketing 110

Marketing Digitalization 110

Kainexus

MAY 2, 2024

From optimizing internal processes to enhancing customer experiences, the scope of digital transformation is vast and multifaceted. Ultimately, digital transformation isn't just about leveraging technology; it's about reimagining business models, processes, and strategies to thrive in the digital age.

Digital Transformation 56

Digital Transformation Digitalization Artificial Intelligence Internet 56

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. In this blog post we share 6 of the key differences between successful and underperforming teams. Sales Strategy 1: “If you have a sales process, you’ve gotta use it.”

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Red Star Kim

NOVEMBER 13, 2023

Strategy basics – Mission and vision statements with hedgehogs (kimtasso.com) Leadership teams: Maverick Magpies and Predictable Pigeons (kimtasso.com) This post summarises the reasons why you need a business plan and what should be included Why do you need a business plan? Two tools were provided to assist with this.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Mike Kunkle

MAY 30, 2023

There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work. This can affect their success in the role, their reputation, their continued employment, and even their career trajectory. Let’s dig in.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

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

Outbound Engine

APRIL 9, 2020

Look for your customers on LinkedIn, Instagram, YouTube, or other social media platforms that may not be your first thought. Speaking of spending time where you audience spends theirs, your past customers’ inboxes are exactly where you need to offer relevant information, because that’s where they spend their time.

Decision-making 52

Decision-making Media Digitalization Publishing 52

Brooks Group

MARCH 6, 2024

It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming objections, negotiating terms, closing deals, and ultimately retaining customers for repeat business. Sales effectiveness also corresponds with the return your organization gets from its sales investment.

Organization 84

Organization Account Management Sales Sales Training 84

Customer Think

DECEMBER 22, 2021

With rising competition and evolving customer expectations, companies realize the growing importance of customer retention. Customer churn is a grave concern for any recurring revenue business. It means lost future revenue and hampers a company’s bottom-line growth. While some churn is inevitable, companies […].

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SmartKarrot

DECEMBER 13, 2023

As a customer success expert, I’ve witnessed firsthand the transformative power of effective customer success strategies in driving business expansion. Customer Success For Growth Customer success is not merely a department within your organization; it is the very heartbeat of sustainable growth.

Customer Success 10

Customer Success Prioritization Innovation Business Growth 10

SmartKarrot

DECEMBER 13, 2023

As a customer success expert, I’ve witnessed firsthand the transformative power of effective customer success strategies in driving business expansion. Customer Success For Growth Customer success is not merely a department within your organization; it is the very heartbeat of sustainable growth.

Customer Success 10

Customer Success Prioritization Innovation Business Growth 10

The Center for Sales Strategy

DECEMBER 29, 2021

Exceeding revenue goals is linked to developing new customers as well as increasing revenue from existing clients, today we are bringing you a recap of the most popular posts we've published in 2021 on key accounts and account list management.

Management 105

Management Publishing Sales Account Growth 105

Force Management

OCTOBER 26, 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.

Organization 86

Organization Marketing Sales 86

Showpad

JUNE 6, 2022

In this interview, she shares how she and her team are adding value during virtual conversations with customers—and how they’re partnering with marketing to build curated content experiences. How do you make sure your sales teams are impacting customer conversations positively? How do we begin building advocacy in our customers?

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

SmartKarrot

AUGUST 24, 2021

Your customers get you your bread and butter. If you wish to ensure the best for customer success, you must hone up your communication skills. If you wish to ensure the best for customer success, you must hone up your communication skills. Practice active listening with your customers. Let’s face it.

Communication 17

Communication Customer Success B2B Organization 17

Arpedio

MARCH 5, 2024

In the intricate dance of business success, one partner often overlooked is account management. 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.

Account Management 52

Account Management Management Client Relationships Prioritization 52

Hubspot Sales

NOVEMBER 22, 2023

Imagine if every business had this level of customer knowledge and personalization. Wouldn’t you want to make your customers feel valued? That's where Customer Relationship Management (CRM) software comes in. Implement AI chatbots to handle routine customer inquiries, freeing up your team for more complex tasks.

CRM 91

CRM Artificial Intelligence Customer Success Decision-making 91

Customer Think

JANUARY 24, 2022

In a world where customers have seemingly infinite options of products to choose from, earning a customer’s sustained loyalty to your product, and thereby reducing churn, has become the fuel that enables a company to out-pace the rest of its pack. Whereas customer service was once considered […].

Customer Success 105

Customer Success 105

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

MARCH 25, 2024

Unsurprisingly, CRM, or Customer Relationship Management , is the foundation of any successful sales and marketing strategy. It encompasses a wide range of practices, technologies, and methodologies to nurture relationships with prospects and customers. What is Lead Management?

CRM 52

CRM Management Prioritization Communication 52

Arpedio

FEBRUARY 2, 2024

8 Game-Changing Benefits of Account-Based Selling Explore ARPEDIO's Account-Based Selling Platform ← Back to blog In the world of sales, where personalization is paramount, it is almost impossible to overlook the significance of Account-Based Selling (ABS). Improved Customer Retention ABS extends beyond the initial sale.

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 52

Planview

JANUARY 30, 2024

As organizations rush to capitalize on AI strategies, many of them meet the same challenge they’ve met before – strategic drift. Wayfaring strategies aren’t uncommon. In fact, studies show that strategy implementation failure rates can reach as high as 60% to 90%. Strategic drift could cost organizations up to $1.4

Stakeholders 52

Stakeholders Prioritization Government Leadership 52

Arpedio

FEBRUARY 15, 2024

Highlights from the session Deep customer understanding is key Deep customer understanding is crucial for successful B2B sales and ABS strategies. Ground your ABS strategy in profound customer insights, including identities, preferences, priorities, and decision-making processes.

B2B 52

B2B Account Planning Facilitation Sales 52

Hubspot Sales

MAY 11, 2023

In business, you may have thought that marketing is solely responsible for attracting customers. But what if we told you that sales can work together with your marketing team to boost your customer base? Through a sales blitz, your team can accelerate the time needed to convert leads into customers by adopting a tailored strategy.

Sales 110

Sales Media Marketing Customer Success 110

SmartKarrot

FEBRUARY 12, 2021

The plethora of solutions or blogs may not be useful when it comes to gaining insight and knowledge. Here are the best insightful SaaS blogs that can help you make better decisions, solve complex issues, or understand new techniques to gain an advantage in the competitive SaaS world. The 20 Best SaaS Blogs You Must Follow.

Software 23

Software Software B2B Decision-making 23

Arpedio

JANUARY 3, 2024

One of the biggest challenges businesses face today is understanding and optimizing the sales funnel process, which converts potential leads into paying customers. While both are essential, it’s essential to understand the difference between them to ensure success.

Advertising 52

Advertising Media Prioritization Communication 52

Hubspot Sales

DECEMBER 16, 2021

Inbound sales is a modern sales methodology based on the fact that customers are more in charge of their buyer's journey than ever before and have quick and easy access to the information they need to decide on making a sale before ever speaking to a sales rep. Maybe these leads visit your blog, read an article, then leave your page.

Software 116

Software Software Media Meetings 116