Flevy

MARCH 26, 2024

Transforming CX into a sustainable, customer-centric model requires a comprehensive overhaul of business operations and employee behaviors, moving beyond mere front-end customer interactions to revamp underlying support processes.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Arpedio

APRIL 30, 2024

Understanding Value Selling In today’s competitive business landscape, value-based selling has emerged as a game-changing approach for driving sales success. So, what sets value-based selling apart? By addressing these pain points effectively, you can tailor your value proposition to meet their specific needs.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52

Planview

NOVEMBER 29, 2023

While tasks like stories were completed within 10 to 14 days, the true indicators of customer value, i.e., the epics, experienced significant delays, often taking over 90 days to finish. This entailed shifting from a fragmented to a unified approach and prioritizing where the true value was generated in the value stream.

Financial Services 59

Financial Services Customer Value Customer Experience Decision-making 59

Sales Management Plus -- SMP

MARCH 5, 2024

By analyzing the data, they can readily identify: Product categories underrepresented in customer purchases: This unveils potential areas for upselling and cross-selling, maximizing sales potential. Branch Performance Analysis Branch managers can gain valuable insights into branch performance across various product categories.

Account Management 52

Account Management Facilitation Sales Prioritization 52

QYMATIX

SEPTEMBER 6, 2022

Those Who Evaluate and Prioritize their Customers in a Structured Way Make Better Decisions. It is now becoming clear how important it is to manage the customer structure in a value- and risk-oriented manner. Those who evaluate can then also prioritize. Customers are valuable or not from many other perspectives.

B2B 40

B2B Supply Chain Suppliers Decision-making 40

Hubspot Sales

JULY 7, 2019

To develop a value-based action plan, one must discover what their customer values most. By focusing on your customers’ value expectations, you create opportunities to grow customer relationships that are more strategic in nature, which safeguards against competition while increasing customer loyalty.

Account Planning 119

Account Planning Co-Creation Account Management Negotiation 119

Zendesk

MAY 2, 2022

“Our customers also know that they are not just another number and that we have a clear picture of each person’s entire story, without them having to repeat it to each person they come in contact with,” said Laura Lalama, National Reimbursement Manager at Saludsa. Laura Lalama, Saludsa.

Healthcare 52

Healthcare Customer Experience Insurance Digitalization 52

Upland

JANUARY 29, 2024

Account planning focuses on your customers first—and the sales numbers follow. By gaining a thorough understanding, sales professionals can tailor their offerings to align precisely with what the customer values most. Know your customers’ goals Too many sellers start with what their product can do and go from there.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

ClearPoint Strategy

JULY 28, 2021

The customer value proposition should be at the core of your strategy, which is why it comes directly after the financials (or mission). For-profit companies typically focus on achieving one of these three value propositions: Product leadership. Enhancing customer value by improving relationships with existing customers.

Value Proposition 98

Value Proposition Software Software Government 98

Sales Outcomes

FEBRUARY 22, 2021

We helped a well-known technology company develop a customer value proposition (CVP) and messaging canvas to support their go-to-market efforts into a lucrative market niche they had researched and invested material amounts of time and resources. “War is ninety percent information” — Napoleon Bonaparte.

Management 52

Management Value Proposition Sales CRM 52

QYMATIX

MAY 4, 2021

That can correspond to the forecast value but does not necessarily have to. Prioritization of actions and customers. Therefore, sales managers are busy using customer analysis to gain valuable and necessary insights into the company’s most important asset. Targeting customers in the customer journey.

Digitalization 40

Digitalization Sales Sales Management Prioritization 40

Mercuri International

JULY 1, 2021

An interesting academic study from 2019 looked at seven separate ‘elements of internal alignment’ – shared values, style, skills, staff, strategy, structure, and systems. Thus, making internal alignment central in KAM in order to exchange value and serve the key accounts (KA) long-term.”.

Key Account Management 64

Key Account Management Value Proposition Account Management Profitability 64

PandaDoc

MAY 7, 2024

There are five crucial lead management metrics to keep track of: sources, scores, conversion time, conversion rates, and customer value. What is lead management Lead management tracks and analyzes leads to see how likely they are to turn into fully-fledged customers or clients.

Management 52

Management Software Software Advertising 52

Hubspot Sales

FEBRUARY 17, 2020

In fact, working adults who spend money on time-saving purchases to outsource tedious or disliked tasks have greater overall life satisfaction than those who prioritize material spending. Consumers value their time more than things. When you understand what your customers value, you are better equipped to navigate the sale.

Software 113

Software Software Prioritization Customer Value 113

Arpedio

MARCH 18, 2024

Get started today The Role of Customer Success in Land and Expand In the dynamic landscape of business growth, fostering customer relationships is more than a supportive gesture – it is an instrumental component of the “land and expand” strategy.

Digitalization 52

Digitalization Construction Digital Transformation Supply Chain 52

Planview

JULY 11, 2023

Other decisions are made at the individual level on prioritization and focus on a given day. Particularly with digital product delivery, technology has advanced such that the barrier to placing a digital product in a customer’s hands is much lower. So how can you make smarter decisions faster?

Decision-making 52

Decision-making Artificial Intelligence Manufacturing Digitalization 52

Flevy

MARCH 21, 2024

Adopting the BCG Transformation Framework for New CEOs offers several key advantages: Strategic Clarity : Provides a clear roadmap for transformation, helping leaders identify and prioritize key initiatives that align with the organization’s long-term strategic goals.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

Cosawi

SEPTEMBER 13, 2021

The COE can provide capability and training development as well and help them established their customized Strategic account management roadmap aligned with the global strategy. In return, local teams can look at their market environments and, from them, prioritize their local roadmaps.

Account Management 52

Account Management Leadership Account Planning Communication 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

Deliver Value For new clients, delivering value is a critical selling point. With established customers, value can be an afterthought. Continued attention is your greatest value. It’s not a question of their value. Make the client look forward to speaking because it’s as enjoyable as it is productive.

Account Planning 52

Account Planning Decision-making Communication B2B 52

OnStrategyHQ

APRIL 1, 2022

Customer Insights & Customer Analytics – Log in sessions, time spent using product, average customer value, customer satisfaction/ratings and needs, customer surveys. Opportunities – Prioritize Your Opportunities, Build a Growth Strategy. Check out our guide on prioritizing opportunities.

Supply Chain 52

Supply Chain Prioritization Media Organization 52

Apptivo

SEPTEMBER 20, 2023

Customer delight These apps keep customers in the loop with real-time updates on service appointments, adding a touch of clarity and openness to communication. Customers value the heads-up on when to expect service, resulting in higher satisfaction rates. Ease of use User-friendliness is king in the world of apps.

Telecommunications 52

Telecommunications Construction Decision-making Software 52

PandaDoc

APRIL 17, 2024

It helps when targeting new customers. An analysis of the demographics of these high-value customers helps you target prospects. Prioritizing campaigns that are likely to attract high-value clients can also boost revenue. Here’s how to calculate LTV: Customer value x the average customer lifespan 3.

Sales 52

Sales Internet Profitability CRM 52

Arpedio

JUNE 1, 2023

This recognition underscored the need for account managers to prioritize customer value and gain insights into individualized customer interactions, emphasizing the significance of maintaining strong relationships, linking transactions, and ensuring a superior customer experience.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Planview

APRIL 6, 2023

This is an assignment where you get business credit for partial work, like tackling just one of your value streams end to end. When you transform one value stream, that value stream shows the improved benefits of speed to customer value, greater security, reduced errors, and risk mitigation of digital disruption.

Software 52

Software Software Decision-making Digitalization 52

SmartKarrot

JUNE 27, 2022

As the amount of demand and the immense competition continues to increase exponentially in our current business landscape, all modern businesses must prioritize avoiding moral and ethical dilemmas during day-to-day business operations. Prioritizing Revenue Over Customer Experiences.

Customer Success 10

Customer Success Advertising Prioritization Profitability 10

SmartKarrot

APRIL 19, 2022

Role: Vice President of Customer Success Location: San Francisco Bay Area, US (On-site) Organization: Arable As a Vice President of Customer Success, you will develop the strategy to drive customer value realization and retention on Arable’s solutions, across priority regions and customer segments.

Customer Success 19

Customer Success Client Onboarding Performance Review Customer Value 19

Luminas Strategy

DECEMBER 15, 2022

In the earliest days, their pricing reflected the simplicity of their products and ease of use for the customer. This was an exercise in building up a market share, and a loyal base of customers, not to mention a lot of customer value over the years. being used in the continental United States are Apple products.

Profitability 52

Profitability Marketing Publishing Prioritization 52

Arpedio

APRIL 3, 2024

Here are the key principles of solution selling: Customer-Centric Approach: Solution selling revolves around the needs and priorities of the customer. Sales professionals must adopt a customer-centric mindset, focusing on understanding the customer’s challenges, objectives, and preferences.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

PandaDoc

OCTOBER 14, 2020

While it might seem obvious to make your brand the be-cloaked savior of the day, this isn’t the best way to build empathy with your customer. Make the customer the main character of your sales narrative to show that you prioritize their needs and perspective above all. Your brand takes the all-important second place.

Decision-making 111

Decision-making Sales Suppliers Advertising 111

SmartKarrot

AUGUST 24, 2022

Creating a success plan in partnership with your customer, onboarding, training, driving platform utilization, conducting routine business reviews, orchestrating resources aligned to driving customer value. Coach the team to assist them with executing growth and optimization strategies for customer accounts.

Customer Success 19

Customer Success Onboarding Client Relationships Leadership 19

SmartKarrot

FEBRUARY 2, 2022

Serve as an escalation point for customer issues ensuring they are resolved as quickly and efficiently as possible, leveraging resources across different departments as necessary. Proactively propose new ideas to optimize the department’s ongoing process and methodologies to improve and increase customer value.

Customer Success 19

Customer Success Onboarding Client Relationships Stakeholders 19

Zendesk

FEBRUARY 12, 2024

CXChronicles Podcast Listen here Best for: Building a customer-centric business culture The CXChronicles Podcast focuses on how businesses can improve customer experiences by building a customer-centric culture. This podcast is especially useful for businesses interested in reducing churn and maximizing lifetime customer value.

Customer Experience 52

Customer Experience e-Learning eCommerce Artificial Intelligence 52

SBI

JULY 1, 2020

Organizations that understand the true value of account planning, identify untapped revenue potential while delivering strategic customer value. Deepen Customer Insights. Companies have to reorient themselves by prioritizing the customer’s business success as the core of the strategic account lifecycle.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

SmartKarrot

FEBRUARY 23, 2022

Apply here: [link] Role: Director of Customer Success Location: Birmingham, England, United Kingdom Organization: Advanced As a Director of Customer Success, you will build and sustain a team of high-performing Customer Success Managers (CSMs) and/ or Customer Success Executives (CSEs) who drive customer value, retention, and adoption.

Customer Success 19

Customer Success Co-Creation Onboarding Profitability 19

SmartKarrot

FEBRUARY 15, 2022

Role: Senior Director of Customer Success Location: Minneapolis–Saint Paul, MN, US Organization: Patterson Companies, Inc. Build and lead a team of onboarding, customer training, and account management professionals. Structure end-to-end customer NPS and CSAT programs. Design customer communications and feedback processes.

Customer Success 19

Customer Success Customer Experience Stakeholders Onboarding 19

Cosawi

FEBRUARY 27, 2023

Even though teams have moved away from simply pushing products, they still are not aligned with what the customer values most. For the customer, this lack of alignment between the supplier’s marketing and sales efforts, engagement and planning is noisy, disruptive and, above all, frustrating for customers.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Nutshell

APRIL 23, 2020

According to research, the likelihood that an existing customer will respond to an upsell is 60 to 70%. This is especially true for B2B companies, where 90% of customer value comes after the first sale. Finding new customers is expensive. Another reason you absolutely must retain customers in the long-term?

Sales 71

Sales Customer Success CRM Communication 71