Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. First, do they view you, your company, and your solution: Positively ?

B2B 211

B2B Decision-making Sales Stakeholders 211

Kainexus

JULY 13, 2023

Organizations implement process improvement initiatives, using various process improvement tools, to drive operational excellence, enhance customer value, achieve cost savings, and remain competitive in their respective industries.

Customer Value 81

Customer Value Organization Marketing Software 81

Kainexus

MAY 23, 2023

Continuous business improvement refers to the ongoing process of identifying, analyzing, and enhancing various aspects of a company's operations and processes. This article will describe many of the most popular continuous improvement techniques and methodologies.

Meetings 86

Meetings Organization Management 86

DemandFarm

OCTOBER 3, 2023

Customer-centric companies are 60% more profitable than companies that aren’t. Customer Centricity: A Never-Ending Journey, not a Destination Customer centricity is neither a one-time accomplishment nor a destination that a company can get at and then abandon. What does customer-centricity truly mean?

Decision-making 98

Decision-making Innovation Customer Experience Profitability 98

Kainexus

DECEMBER 13, 2023

As companies navigate the complexities of a globalized marketplace, the need for efficient, streamlined operations and continuous improvement has never been more pronounced. Enter the realm of business process improvement software tools, where innovation meets optimization to drive organizational excellence.

Software 80

Software Software Innovation Meetings 80

Hubspot Sales

MARCH 11, 2024

Getting comfortable and confident recording async videos is one of the most impactful soft skills I recommend a new seller develop — and recording practice videos (then replaying them back and looking at the transcripts to see if you’re relying on filler words or meandering too much) is a great way to improve your pitch.

Sales 114

Sales Meetings Stakeholders Customer Success 114

Kainexus

JUNE 8, 2023

Companies dedicated to the practice of continuous improvement invest a lot of time and resources into training their employees and creating a culture centered around positive change. One way to make this easier and to smooth the path to improvement is to hire people who already have the right mindset.

Organization 81

Organization 81

Kainexus

JANUARY 16, 2024

Continuous process improvement (CPI) contributes to success by providing a framework for organizations to regularly evaluate and refine their processes. This leads to cost savings and improved productivity, allowing businesses to meet or exceed customer expectations.

Prioritization 71

Prioritization Innovation Organization Meetings 71

Nutshell

MAY 5, 2023

To keep them a customer, you must continue to engage them. For that reason, you’ll want to measure customer engagement continuously. CLV also shows how valuable your customers are to your company. Your data can show you all the areas where your customer engagement could use improvement. But that’s simply not the case.

CRM 115

CRM Software Software Media 115

Kainexus

SEPTEMBER 2, 2021

In the business management context, continuous improvement means a never-ending effort to identify and eliminate the root causes of problems that produce errors or diminish customer value. Most often, it consists of many incremental improvements rather than one drastic change. Thus, Kaizen is good change.

Manufacturing 117

Manufacturing Customer Value Management 117

Kainexus

NOVEMBER 9, 2022

One might think that any organization with leadership and employees dedicated to continuous improvement would slowly trend toward success. Continuous improvement is part of a strategic process that advances critical goals and objectives. However, it takes more than a desire to implement positive change to get there.

Leadership 97

Leadership Organization 97

Zendesk

MARCH 18, 2024

Zendesk’s Workforce Engagement Management (WEM) solution is best positioned to help companies navigate these challenges. – How implementing WFM and QA can provide organizations with a loop of continuous improvement on service operations.

Meetings 64

Meetings Organization Management 64

Planview

NOVEMBER 29, 2023

In today’s competitive business environment, companies are relentlessly seeking ways to optimize their solutions delivery, with a strong emphasis on improving efficiency. A case in point is the journey of a global financial services company that recently adopted Planview’s Value Stream Management (VSM) solution.

Financial Services 59

Financial Services Customer Value Customer Experience Decision-making 59

Sales Gravy

MARCH 24, 2024

Jeb and Barry explore and focus on the strategic importance of customer success, the value of human interaction, and the role of company culture in shaping customer experiences and relationships. You've already won them over once; now it's about making sure they feel valued and continue to enjoy what you offer.

Business Growth 80

Business Growth Acquisition Customer Success Customer Experience 80

Kainexus

AUGUST 5, 2021

Most companies today work to improve their performance continuously. The basis of this improvement is practical problem-solving. One company that figured it out is Toyota. Toyota's approach to continuous improvement is among the most studied and copied in the world.

Organization 110

Organization Software Software 110

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. This posts dives into the best sales discovery questions, how to assess your team’s questioning skills, and how to improve them for more effective discovery calls. Only 23% of successful teams (vs.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Kainexus

APRIL 25, 2023

Operational excellence is a management philosophy that focuses on continuously improving an organization's processes, systems, and workflows to optimize performance and deliver value to customers. When two companies have the same strategy, the operationally excellent company will have higher revenues, lower costs, and less risk.

Leadership 82

Leadership Customer Value Organization Management 82

The Center for Sales Strategy

OCTOBER 27, 2021

Continuing season 5 of the Improving Sales Performance Series, host Matt Sunshine and co-host Stephanie Downs, continue to focuses on celebrating #WomenInSales for the month of October. Tune in now or keep reading for a brief overview.

Media 105

Media Sales 105

Brooks Group

MARCH 6, 2024

But improving sales effectiveness is a complex task that few organizations do well. But these measurements alone don’t give sales leaders enough information to make good decisions that improve performance. Here’s a better way to measure the effectiveness of sales in your organization so you can improve performance.

Organization 84

Organization Account Management Sales Sales Training 84

Planview

MARCH 28, 2024

As automotive companies navigate this transformative landscape , the need for end-to-end visibility in production processes becomes increasingly evident. Automation tools ensure companies are tackling the correct problems and addressing issues promptly and accurately.

Manufacturing 59

Manufacturing Suppliers Software Software 59

Help Scout

FEBRUARY 18, 2022

Online customer service is one of the most important functions at any company. Here’s how to get started with it and continue improving it as you grow. Read the full article

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Account Management Skills

MAY 20, 2024

In practice however, there’s no upper limit to “exceeding” client expectations so account managers tend to cycle through steps 1 to 3 under the belief that continuing to do so will eventually yield growth. Steps 1 to 3 were found to lead to retention but not growth – and account managers didn’t recognise this as a way to avoiding selling.)

Account Growth 52

Account Growth Account Management Client Relationships Profitability 52

Arpedio

DECEMBER 20, 2023

From identifying and nurturing SQLs to measuring success and continuously optimizing your approach, we’ll provide expert insights and tips for achieving SQL success. Sales enablement tools and continuous optimization can enhance your SQL approach. Key Takeaways: SQLs are a crucial component of any effective sales strategy.

Sales 52

Sales Prioritization Decision-making Communication 52

Kainexus

NOVEMBER 30, 2021

Long-term business survival requires constantly re-assessing and improving business processes. Continuous process improvement allows for businesses to become more agile, efficient, and innovative. Continuous improvement is one of the common traits of successful modern companies.

Innovation 86

Innovation 86

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. Overall, Sales Enablement strategies need to be continuously reviewed and updated to ensure they remain relevant and effective.

Sales 52

Sales Business Growth Organization Marketing 52

Sales Gravy

AUGUST 4, 2023

If you are a sales leader, sales enablement professional, or training facilitator, you will want to tune in for their conversation about keeping learners engaged and using feedback to improve enablement initiatives. Sales enablement is a critical investment for companies looking to increase sales. Why Invest In Sales Enablement?

Sales 82

Sales Facilitation Sales Training Onboarding 82

Luminas Strategy

APRIL 21, 2024

We are in a time of continuous change which calls for leaders to adopt a continuous improvement mindset; after all, the journey toward organic growth demands boldness, vision and a steadfast commitment to transformation. Was the investment worth it?

Innovation 52

Innovation Organization Digital Transformation Digitalization 52

Arpedio

DECEMBER 20, 2023

By examining the reasons behind won and lost deals, sales teams can derive valuable insights into their performance and areas for improvement. Win-Loss Analysis is an invaluable tool for any business looking to improve its sales strategy. Key Takeaways Win-Loss Analysis is an essential tool for improving sales strategy.

Decision-making 52

Decision-making Sales Value Proposition Stakeholders 52

Sales Management Plus -- SMP

DECEMBER 5, 2023

Regularly reviewing branch performance is essential for a distribution company for several reasons. This can help in identifying best practices that can be replicated across branches, as well as areas that need improvement. To review branch performance, a distribution company could follow these steps: 1.

CRM 52

CRM Profitability Decision-making Software 52

Arpedio

DECEMBER 20, 2023

In the world of subscription-based business models , Annual Recurring Revenue ( ARR ) is a crucial metric that represents the revenue a company can expect to receive from its customers on a yearly basis. Its importance lies in its ability to provide a clear picture of a company’s financial health and growth potential.

Innovation 52

Innovation Acquisition Investors Decision-making 52

Kainexus

FEBRUARY 3, 2022

More and more companies embrace the Lean methodology for continuous improvement and waste reduction. What matters is that learners come away with a solid understanding of the basics of continuous improvement and waste reduction and that they feel confident in recommending opportunities for improvement.

Organization 87

Organization 87

Kainexus

MAY 5, 2022

There are several technology solutions designed to help companies accelerate improvement initiatives and support business process improvement disciplines such as Lean and Six Sigma. So it isn't surprising that software buyers can become confused or overwhelmed by all the choices.

Software 91

Software Software Management 91

QYMATIX

FEBRUARY 19, 2024

Finally, we look at the prominent role of AI and ML in predictive analytics and how they are helping companies make informed decisions, predict future events, and stay competitive. Backpropagation is an algorithm used in AI to improve the accuracy of the results of an artificial neural network.

Artificial Intelligence 52

Artificial Intelligence Supply Chain e-Learning Decision-making 52

The Center for Sales Strategy

JULY 6, 2021

This creates a cycle of continued success. This will facilitate the productive use of your sales managers' time and a motivated sales force that helps improve your company's bottom line. Read on to learn more about sales performance and how you can improve it with a comprehensive strategy.

Facilitation 123

Facilitation Sales Profitability Sales Management 123

Kainexus

OCTOBER 27, 2021

Value stream mapping (VSM) is used to visually depict, analyze, and improve the flow of materials and information through end-to-end processes. It is used by companies who have adopted the Lean Manufacturing or Lean Sigma business methodologies, as well as by others who are practicing continuous improvement.

Manufacturing 105

Manufacturing Stakeholders Management 105

Planview

OCTOBER 5, 2023

Speed in delivering high-value innovations is a critical differentiator that can make or break companies. According to a Boston Consulting Group report, companies prioritizing innovation—arriving first to market with new and relevant ideas—outperform the MSCI World Index on shareholder return by 3.3 percentage points per year.

Digital Transformation 64

Digital Transformation Innovation Digitalization Shareholders 64

Zendesk

NOVEMBER 28, 2022

Recalling the early days, co-founder Mikkel Svane wrote in his book Startupland : “We called every company that signed up for a new trial and asked how they were doing. This focus on building customer relationships has been a mainstay over the years and continues to be.

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Investors Innovation Customer Experience Software 98