Thu.Apr 06, 2023

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When Approaching Prospects You Probably Give Up Way Too Soon

The Center for Sales Strategy

So, what is the line between persistent and pest when it comes to securing appointments? Two calls? Three calls? Six? A national study published in the Harvard Business Review recommends at least six approaches. After six approaches are when 90% of appointments are set. So, how many salespeople make six approaches? About 4%. Yes, 4%. The majority of salespeople give up after two.

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Top 10 B2B Ecommerce Trends for 2023

Hubspot Sales

If you’re a B2B company, ecommerce is a necessity for your business. As a McKinsey & Company study found, 65% of B2B companies sold exclusively online in 2022. B2B ecommerce strategies also differ greatly from B2C (business-to-consumer) ecommerce. In B2B, transactions involve two businesses, while in B2C, businesses sell directly to consumers. To stay on top of the ever-evolving B2B ecommerce game, you need to pay attention to trends.

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Latest Podcasts: Leading Through Challenges

Force Management

As leaders, we serve as guides for our teams through challenging times. In the current economic landscape, when the challenges are unpredictable, it helps to have guides of our own. Last month on the Revenue Builders Podcast, we talked to multiple leaders who have guided teams successfully through crises. They spoke to the power of gratitude, communication, culture, and humility.

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What the 95:5 Rule Means for B2B Marketing

Customer Think

In a 2021 paper published by The B2B Institute, Professor John Dawes, Associate Director at the Ehrenberg-Bass Institute for Marketing Science, described what has come to be called the 95:5 rule. The rule states that up to 95% of business buyers aren.

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2024, The Year of the Customer

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

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3 Library Strategic Plans, and the Lessons They Teach Us

Envisio

We love libraries and the people that make them work. Beyond simply being a place where the free books are (which, don’t get me wrong, is GREAT), libraries provide a number of critical services. From literacy programs to childcare programs, to employment training hubs, to community workshops, libraries are one of the few remaining spaces where public life is highly visible, diverse, and where people can simply … exist.

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The role of technology in customer-centricity

Customer Think

Technology has revolutionized how businesses interact with their customers, allowing for personalized experiences and a better understanding of their needs. In today’s highly competitive market, customer-centricity is crucial for success, and technology can play a pivotal role in achieving this goal.

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How Do I Get Distribution Executives to Care About CX?

Customer Think

Like its cousin manufacturing, distribution seems more about price than customer experience (CX). This makes it harder to engage executives in the importance of CX. That is, until customers start churning, complaining that it’s too difficult to work wi.

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Entrepreneurial Excellence Awarded by Winsupply, Inc. to Betsy Westhafer

The Congruity Group

Excerpt from “The Rarest Advantage – How to Co-Create Strategic Value to Retain and Expand Your Key Customer Accounts” by Betsy Westhafer and Tony Bodoh. Our client had a strategic account that was in jeopardy, yet they were woefully unaware. The challenges in the relationship that were being felt by this customer flew under the radar because overall, our client was thriving.

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The Philosophy of the Red Sox and Gallop Will Lead to Increased Revenue

Customer Think

Today, I read two articles that had some quotable copy which we can translate to sales. The first article is about baseball and I'll translate what it says after the quote I pulled out. Alex Spier, writing in advance of today's Boston Red Sox sea.

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Season #1, Episode #55: Building Loyalty In Micro

The Congruity Group

Meet Mark Ross-Smith , CEO and Co-Founder of StatusMatch.com. Mark joins Betsy and Tony on the podcast from Malaysia. As a self-proclaimed professional frequent flyer, Mark racked up more airline points than you can imagine as he built his former businesses. After he decided to move across the world, he asked the area’s major airline for a status match in their frequent flyer program.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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The 3 Ps of purpose-driven customer service (Part 1)

Customer Think

Last month, I presented to a group of hotel general managers. These were the presentation’s three main objectives:Reveal the totality of employees’ job roles.Connect daily work activities to the higher purpose of the job role.Inspire greater employee e.

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Intentionality and the Differentiating Competitive Advantage 

Planview

Last month, Planview released the inaugural 2023 Project to Product State of the Industry Report , and it is well worth the read. It examines anonymized data from over 3600 value streams, representing over 38K individuals across the value chain from ideation to value. To my knowledge, we are the only organization with access to such a large and complex value stream data set.

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How to Create an Amazing Prospect & Customer Experience (7-Step Example)

Customer Think

Today, simply fulfilling on what you say you do isn’t enough. We’ve entered a new era of service where businesses that are serious about scaling and retaining their customers — especially businesses using continuity models (payment plans or monthly subscriptions) — have no choice but to over-deliver at every touch point.

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How VoIP integrations can boost the effectiveness of sales agents

PandaDoc

VoIP (Voice over Internet Protocol) is a good friend of sales agents. The technology allows you to call prospects and clients using just an Internet connection. But this is not all. Since VoIP software can be integrated with various tools — Customer Relationship Management (CRM) in particular — sales agents get new ways of reaching KPIs and boosting productivity.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Apr 06 – Customer Success Jobs

SmartKarrot

Role: Senior Manager, Customer Success Location: Munich, Bavaria, Germany (Hybrid) Organization: Rapid7 As a Senior Manager, Customer Success, you’ll manage recurring revenue in a predictable manner and produce high rates of timely renewal. Own important team KPIs, including as renewal forecast, activity management, upsells, adoption, and churn Rate the effectiveness of adoption strategies to accelerate value realisation and shorten time-to-value for our products.

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Apr 06 – Customer Success Jobs

SmartKarrot

Role: Senior Manager, Customer Success Location: Munich, Bavaria, Germany (Hybrid) Organization: Rapid7 As a Senior Manager, Customer Success, you’ll manage recurring revenue in a predictable manner and produce high rates of timely renewal. Own important team KPIs, including as renewal forecast, activity management, upsells, adoption, and churn Rate the effectiveness of adoption strategies to accelerate value realisation and shorten time-to-value for our products.