Holden Advisors
DECEMBER 6, 2021
One of our top goals in any consulting engagement is uncovering revenue and profit growth opportunities for clients. Generally, we want to answer four key questions: How much opportunity is there? Accordingly, how hard should we work to capture it? Where is it coming from? Is it concentrated in a given geographic region or business unit, and is it coming from a specific sales discount category or channel?
Software Sales Guru
DECEMBER 6, 2021
4 Rules of Price Concessions When a buyer puts pressure on a seller, the seller’s natural reaction is to start offering concessions. Yet if a seller gives big discounts quickly, they degrade themselves and diminish their offering in the eyes of the buyer. Before giving any concessions, savvy sales negotiators will deploy the mobile defense plan to politely, but firmly, stand behind the price.
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Customer Think
DECEMBER 6, 2021
As your B2B business grows, it’s easy to get lost in all the little things and day to day requirements. But at its core, there is one thing that keeps businesses afloat – the customer. We’ve heard it all before – the customer is always right. And when it comes to sales and growing a […].
Zendesk
DECEMBER 6, 2021
Customer satisfaction has been dropping in the US since about 2018, according to the American Customer Satisfaction Index (ACSI). The question is why , especially when so many companies are trying hard to meet customer needs on a variety of fronts. There are some general trends that offer clues—for example, customer expectations keep rising. Customers have become much more critical of everything, whether it’s product quality, delivery, or customer service.
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.
The Center for Sales Strategy
DECEMBER 6, 2021
A recent McKinsey survey shows that 90% of organizations will adopt some combination of remote and on-site work as they emerge from Covid restrictions. This combination will change how we meet and interact forever. Hybrid meetings, a mix of people in office and those working remotely, is the new normal.
Zendesk
DECEMBER 6, 2021
It’s easy to talk about being a customer-first organization. It’s comforting to think that everyone in the organization puts the customer first. This attitude should, in theory, lead to happier customers, better business outcomes, and the type of place anyone would love to work. But defining and executing a customer-first strategy is not as organic as it might seem.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Strategic Planning and Management Insights
DECEMBER 6, 2021
David is an Advisor, Educator, & Executive Coach, helping organizations recognize the many quantifiable ways that business relationships drive everything. An Iranian immigrant who arrived in America with no English, David has been in business for 20 years now, having worked with executives from Cisco, Deloitte, Disney, , Marriott, Microsoft, IBM, & more.
Customer Think
DECEMBER 6, 2021
My time as a CX practitioner (as opposed to a consultant) is a bit dated, in that I left that role more than a decade ago. But it’s still important (even more so in my current role) to keep up to date on the state of the practice. That’s how I deliver.
Upland
DECEMBER 6, 2021
The most successful account executives rely on close collaboration with their wider revenue teams to expand existing customer relationships and win the opportunities that matter. But sellers often move fast and get pulled in several different directions at once. Multitasking, jumping from meeting to meeting, and racing the clock, are all too familiar for salespeople.
Customer Think
DECEMBER 6, 2021
A number of managers who work for you don’t like being required to manage remote teams. Managing remote workers goes against every fibre of their being. It feels like the opposite of everything they have been taught to do as a leader and manager. If you continue to require your managers to adopt remote and […].
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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
SmartKarrot
DECEMBER 6, 2021
In corporate culture, the one thing that you can no longer live without is a meeting. With the help of the meeting, teams bond together and get things done smoothly. With the help of meetings, everyone in the organization gets on the same page. It allows employees to voice their opinions and resolve any disagreements amicably. Future leaders are also inspired in the meetings when they are allowed to take the initiative.
Customer Think
DECEMBER 6, 2021
Empathy: it’s something we’re taught as children but along the way, it tends to get left behind when looking to advance in the workplace. How do we bring that back? Several successful CEOs, Founders, Co-Founders, and Department Heads have shared their top tips and tricks that help increase workplace empathy. 1. Lead By Example Leaders […].
Zendesk
DECEMBER 6, 2021
When it comes to relationships between individuals, building trust isn’t a very difficult thing to do. It typically requires only a few points of relatability—movies or books you both enjoy, places you’ve visited, and so on—until a level of camaraderie is established. The task becomes infinitely harder, however, when it comes to sales relationships.
Customer Think
DECEMBER 6, 2021
Adversity brings out true character There’s a saying that you can really tell a lot about people’s character by seeing how they handle adversity. Sure, when things are going well, everybody’s got.
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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.
Customer Think
DECEMBER 6, 2021
People look back on their childhood and talk about how terrible it was. However, they often do it with a fondness that belies their words. Looking back at the earlier period, they feel good about it, no matter how terrible it was in their descriptio.
Customer Think
DECEMBER 6, 2021
As retail moves away from the wholly brick and mortar days to the online marketplace, customer relationships with traditional shopping experiences have also changed. Once, you’d have had to go all the way back to the shop from which you purchased something in order to return it. Now? It’s as easy as boxing something up […].
Customer Think
DECEMBER 6, 2021
In an interesting conversation with Todd Jick (Reuben Mark Faculty Director of Organizational Character and Leadership at Columbia Business School), Ken shares lessons in leadership from his personal experience having been a leader for more than 3 deca.
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