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

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

JUNE 19, 2023

In the realm of Customer Experience (CX), teams often embark on a challenging quest to deliver exceptional service. However, they frequently encounter obstacles that impede their path to success.

Customer Experience 52

Customer Experience Management 52

Upland

JUNE 7, 2023

It’s a systematic framework that outlines the steps, actions, and stages involved in converting leads into customers. In my next blog post, I’ll share some of my favorite sales process design best practices! Happy selling! What is a sales process? A sales process is a flow, and it is usually brand-free.

Sales 195

Sales Negotiation Decision-making CRM 195

MDI Training

DECEMBER 4, 2023

Click below to access our AI-generated version of this blog article! The focus is on the vision of using artificial intelligence (AI) not only to become the most attractive employer in the industry but also to revolutionize the employee experience. Appropriate development measures are required to close this gap.

Artificial Intelligence 105

Artificial Intelligence Digital Transformation Leadership Digitalization 105

Mike Kunkle

MAY 30, 2023

To avoid rewriting another entire blog post, see this post on How to Radically Improve Your B2B Sales Win Rates , and apply that very same advice about the Situation Assessment, Force Field Analysis, Buyer Landscape Map, Value Stack, and Value Drivers to your above analyses. Heads nod, but behavior doesn’t change. The post Enablement is Hard.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Customer Think

APRIL 5, 2024

Customer lifetime value (CLV) is a critical metric for most companies, effectively translating the quality of customer experiences and the strength of customer relationships into financial performance. Brands recognize this, of course.

Customer Experience 64

Customer Experience 64

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

Customer Think

DECEMBER 29, 2022

Is an unnecessary service because of a defect good for a customer? If you need service recovery it means you are already losing customers for not being effective and for not doing the right things in the first place. This means we try our best that the customer does not require service other than routine maintenance.

Customer Value 121

Customer Value Manufacturing Advertising Profitability 121

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

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 82

CRM Artificial Intelligence Customer Success Decision-making 82

Sales Outcomes

NOVEMBER 7, 2022

Every business wants to increase its customer base while decreasing the number of customers who leave. This blog post will discuss the steps your organization can apply to identify, measure, and reduce customer churn. It’s tough to improve what you don’t measure. It can be a daunting task.

B2B 52

B2B Prioritization Organization Meetings 52

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

Brooks Group

JANUARY 8, 2024

You can’t manage what you don’t measure. But what happens when measurement becomes unmanageable? But even the most valuable measurements may be difficult to track if they are lost in a sea of irrelevant data. Here are five signs that you’re simply measuring too many metrics. This is especially true for sales performance.

Sales 97

Sales Sales Training B2B Organization 97

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

KAM With Passion

JUNE 20, 2021

Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep). Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Customer Think

APRIL 29, 2021

Some will add in Customer Experience/Service/Support. The post Thinking About “Rev-Ops” first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Value Prop Aligned With What The Customer Values? Value Prop Aligned With What The Customer Values? Should Marketing Be Measured On Revenue?

Customer Value 69

Customer Value Customer Experience Marketing Organization 69

Zendesk

APRIL 18, 2022

This knowledge cultivates a more nuanced experience for every lead, likelier conversion, and better targeted campaigns in the future. Of course, there are any number of ways a potential customer or client can discover you. Blog articles. These will break down broadly into digital or online sources and more traditional ones.

Media 98

Media CRM B2C Energy and Utilities 98

ACT

DECEMBER 18, 2023

But how do you measure the effectiveness of your email marketing and track its business impact? In this article, we’ll discuss email marketing key performance indicators ( KPIs ) and how tracking them can help you measure your email ROI. This is why the first step in measuring email marketing effectiveness is setting the right goals.

Marketing 52

Marketing CRM Digitalization Profitability 52

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

Customer Think

APRIL 16, 2023

While people now have a more measured outlook on the technology, it is undeniable that ChatGPT, and, more broadly, generative AI, will transform AI and the customer experience (CX). In particular, […]

Customer Experience 96

Customer Experience 96

Showpad

DECEMBER 16, 2021

These pillars are interconnected, and combined approaches result in better customer engagement; for example, we cannot create quality content or training if we don’t look at the data, and we won’t have good data if no one knows how to use our platform.”. Our last area of focus, and probably the most relevant, is customer engagement.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 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

Hubspot Sales

MARCH 16, 2023

They have to find sales opportunities, negotiate with customers, track multiple customers, and work to deliver on relevant KPIs every day. Education and Experience Questions To better gauge your relevant knowledge, hiring managers ask about your education and previous work experience. What makes an effective sales pitch?

Negotiation 91

Negotiation Prioritization Media CRM 91

Customer Think

SEPTEMBER 13, 2021

Twenty years working in Customer Experience taught me that it’s about a mindset. The mindset leaks out into the organization, recruitment processes, measurement programs and eventually becomes your organization’s culture. The mindset becomes “the way w.

Customer Experience 130

Customer Experience Organization Leadership 130

Insightly

MAY 30, 2023

Customer relationship management (CRM) has become a critical tool for driving business success across industries. As businesses increasingly rely on CRM software and systems to manage customer interactions, evaluating the overall effectiveness of these tools is essential. Setting benchmarks is necessary to evaluate the impact.

CRM 52

CRM Decision-making Facilitation Customer Experience 52

Insightly

MAY 13, 2021

It’s not a secret that having a deep understanding of your customer is crucial for marketing. We’ve talked about the value of creating an ideal customer profile. The more you learn about your customer, the better you can market to them and build lasting customer relationships. . Share customer reactions.

Customer Success 93

Customer Success Marketing Acquisition CRM 93

Customer Think

JUNE 9, 2023

A decade ago, Google’s researchers, Kerry Rodden, Hilary Hutchinson, and Xin Fu, published a paper on how to measure the UX of web applications. Their principal objective was to clarify how product goals can be mapped to metrics in order to improve the customer experience. Since then, […]

B2B 80

B2B Publishing Customer Experience 80

MDI Training

MARCH 29, 2024

I’ve been working with Boehringer Ingelheim RCV for more than 10 years, in various roles and formats: At large group events In-process support for team development measures and workshops In individual and team coaching In training sessions on linear and lateral leadership topics. How did the preparations for the events go?

Digital Transformation 52

Digital Transformation Leadership Onboarding Artificial Intelligence 52

Apptivo

DECEMBER 1, 2021

As quoted by Shep Hyken, “ A brand is defined by the customer’s experience. The experience is delivered by the employees ”. This statement is a powerful one that defines the complete relationship between a company’s employees and their customers. Employees bridge the gap between customers and a business.

CRM 98

CRM Software Software Organization 98

Arpedio

DECEMBER 18, 2023

Companies that effectively implement Sales Enablement initiatives stand to gain a significant competitive advantage, with the potential to increase both revenue and customer satisfaction. It provides sales teams with valuable resources they can leverage to engage customers and close deals.

Sales 52

Sales Business Growth Organization Marketing 52

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

Nutshell

MARCH 31, 2023

There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters. Best blogs for sales managers Sales blogs are an excellent way to learn new sales leadership skills, brush up on your sales knowledge, and get the latest news. Keep exploring our blog for our latest posts!

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Apptivo

MAY 26, 2022

What is customer satisfaction? Why is customer satisfaction important? How can you measure customer satisfaction? Which type of customer satisfaction metrics to use? 3 Simple and Effective Ways to increase customer satisfaction. How much do you have to spend to attract a new customer? Introduction.

Retail 52

Retail Customer Experience Media B2C 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

Apptivo

JULY 25, 2023

“A complaining customer can be your best opportunity to show how good you are …. And help create a customer evangelist.” — Shep Hyken 1. Unforgettable Customer Service: Real-Life case studies of Effective Complaint Handling 3. Scenarios’ on How to handle customer complaints effectively 4. Proven Tips 2.

Retail 52

Retail Customer Experience Decision-making Profitability 52

Insightly

DECEMBER 2, 2021

Sometimes marketing teams measure success by the volume of leads generated, while sales may be less concerned with volume and more concerned with quality, or the likelihood these leads will convert into paying customers. . Once these leads are qualified, sales teams are responsible for converting them to customers.

Marketing 98

Marketing Sales CRM Sales Management 98