Sat.Nov 12, 2022 - Fri.Nov 18, 2022

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Are You Letting Your Clients Slip Away? 12 Tips to Keep in Touch

Account Manager Tips

The key to a healthy, mutually beneficial relationship with clients is simple: stay in touch. Follow these tips to make sure your clients don't slip away. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Too many clients, not enough time 12 tips to keep in touch with your client 1. Create a relationship map and contact plan 2.

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Keys to Retain and Expand Your Top Accounts in 2023

ProlifIQ

Even though it’s probably the last thing any seller or sales leader wants to think about right now, the end of 2022 is rapidly approaching. The next few months will determine if quotas are hit and if enough pipeline is generated to ensure a strong beginning of the year. With a recession looming over the economy, many jobs and promotions will also be on the line, this season seems to bring high stakes.

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How Data Analysis is Changing Key Account Management

Account Manager Tips

How Data Analysis Adds Value to Key Account Management Data analysis has quickly become a valuable tool for just about every type of business. The more data you generate and process, the bigger the opportunity for data analysis and management. It can help inform smart business decisions and spot investment opportunities. Data analysis specifically is changing key account management and the way they relay insights to internal stakeholders and clients to make a greater business impact.

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PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback

Red Star Kim

This article was published in the latest edition of PM Forum Magazine. PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback. The event took place on September 29 th 2022. After two years online, you could feel the excitement of being face-to-face with 150 people in the familiar TUC Conference Centre in London’s West End.

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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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Turning Minutes into Seconds: What to Expect in CX in 2023 and Beyond

Customer Think

The customer service industry is used to a lot of talk about the voice of the customer in marketing literature and in the media. If we could make that collective voice literal, I think it would sound something like this: “Hey, it’s me – your customer. At this point you should know me and understand […].

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5 Things to Consider When Building a Digital Team

The Center for Sales Strategy

Digital sales teams today have to know more than how to sell. They need to understand how to develop integrated solutions that produce the business results the accounts they work with want. And they need to have the talent to be successful. If you are in the process of building a digital sales team or upgrading your current team, here are five things you should consider.

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The role of customer service during an economic downturn

Zendesk

The headlines read daily of impending recession around the world, leaving us to wonder whether and when it will finally arrive—and if it does, what severity or duration we can expect. It’s unnerving, and yet we’re not strangers to uncertainty. If anything, we’ve learned over the past few years that we should both expect and prepare for change. And a lot continues to fluctuate.

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Succeeding at Digital Transformation in Today’s World

Customer Think

To be able to talk about success, it is crucial to first comprehend what the term entails. As of right now, digital transformation is the phrase of choice. Now, before we get into how to achieve success in digital transformation, let’s first discuss what digital transformation is. Digital Transformation Digital transformation is happening more quickly […].

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6 Weeks to Impact 2023

The Center for Sales Strategy

This is the glorious time of year when most leaders are engulfed in budgets, planning, meetings, and deadlines. With less than six weeks until 2023, let’s dive into a few things to check off or add to your list.

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The 5 Reasons Sales Teams Excelled in 2022 — While Others Didn't

Hubspot Sales

The HubSpot Blog’s Sales Strategy & Trends Report says that 42% of salespeople exceeded their goals in 2021, a similar amount simply met their goals, and 16% underperformed. In 2022, 41% of salespeople exceeded their goals, and an equal amount met them. 18% said they performed worse than their goals. Let’s go over how those top-performing sales reps met their goals.

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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 6 Motivators That Inspire Reps to Action

Brooks Group

“There is only one way to get anybody to do anything, and that is by making the other person want to do it”. — Dale Carnegie. Using Motivation To Create Inspiration. People often conflate the words motivation and inspiration. Motivation is external. Everyone needs a good pep talk from time to time: to be reminded of why they get up in the morning and do what they do.

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Five (of Ten) Foundational Principles of a Customer-Centric Organization

Customer Think

Customer-centricity is an often misused term, but it actually has a pretty straightforward definition: put the customer at the center of all the business does. (It does not mean that we will always say “Yes” to everything the customer asks for, nor does it mean that the customer is always right.) That means that you […].

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Round Peg, Square Hole: How to Know If You Have the Right People in the Right Places

The Center for Sales Strategy

We have all heard the expression, “As impossible as trying to fit a round peg into a square hole.” A simple statement yet one that perfectly captures the challenge of making a match where there isn’t one. Ask the leader of any organization about what keeps them up at night, and one answer is certain to be, “ How can I make sure I have the right people in the right roles for the success of our business ?”.

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The Indispensable Role of Middle Management in Lean

Kainexus

Many organizations that seek to implement the Lean business methodology find that their structure is too rigid and bureaucratic to effectively support or sustain Lean principles. Those that overcome this challenge often start by reimagining the role of middle managers, evolving them from "enforcers" to enablers and coaches of front-line workers and supervisors.

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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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Manage Deals to a Successful Close in a Shifting Economy

Force Management

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.

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10 Things Businesses Need To Know About Using a CRM

Customer Think

Managing customer relationships is fundamental for growing startup businesses. They need to interact with clients at various stages of their journey, from making initial contact, for example, by sending them a digital business card, to finalizing a transaction. They also need to collect feedback and ensure successful customer retention. Like most business processes nowadays, customer […].

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Why Investing in Brand Identity is Essential in 2023

Outbound Engine

How often you’re in front of your clients, and the quality of your brand identity, can literally make or break the success of your business. We all know that keeping in touch with clients leads to retention, and an increase in word of mouth, but I want to talk about what your name means to your clients. I want to talk about the amazing and wonderful world of brand identity.

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Missed Your Number? Target Your Customer Base

SBI Growth

Economic uncertainty has been a mainstay in recent years. Couple that with the average tenure of a CRO at just 19 months, and it’s no wonder why many fail to gain any traction with their goals or achieve quota targets in any forecast period while in the role.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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The Complete Guide to Business Acumen Training

Hubspot Sales

Business leaders need a diverse skill set to elevate their organizations and solve challenges in the workplace. Business acumen training can help your team build this tool kit. In this article, we’ll explore the fundamentals of business acumen training. That includes who should participate in this training, the benefits of these programs, and the different types of courses available.

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A Leader’s Super Power: Delivering Unprovoked Positive Antecedents!

Customer Think

I was reading a blog post written recently by Adam Voigt about UPA’s and I wanted to share that with all of my readers. Adam is first and foremost a skilled classroom practitioner and a highly successful Principal. Earning his first Principal.

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Act! Channel Partner Spotlight – Allied Financial Software, Inc.

ACT

Creating trustworthy relationships with clients through fast, accurate, and personalised care makes financial services professionals stand out among others. Fortunately, Allied Financial Software, Inc. has the products and expertise to help financial and insurance professionals stay organized and on top of their priorities, giving them more time to focus on building relationships with clients and potential prospects.

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The Power and Potential of Local Search

Strategic Communications

Think about how you use search engines (most likely Google) to find information about goods and services you are planning to purchase. Chances are, in most cases, your searches are local. Sure Amazon is a top consumer site when purchasing things, but since the pandemic and in a tight economy, there’s a growing interest in “buying local.” The Popularity of Local Search.

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Negotiate Larger Deals More Quickly

What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.

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Stay agile and innovative—and rein in expenses

Zendesk

Interest rates are rising, the housing market is slowing, and according to the Consumer Price Index report released on October 12 , inflation is increasing at the fastest rate in 40 years in the U.S. Prices for all items—not including food and energy—climbed by 6.6 percent over the year through September. With the ongoing war in Ukraine and rising energy costs, the economic picture across the world isn’t much better.

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How Should I Market to Purchased Lists?

Customer Think

TweetLinkedInShareEmail A client asks:“What’s the best way to market to purchased lists like ZoomInfo? We have a debate between our marketing and sales teams on whether the best approach is marketing emails, sales outreach, or something else.&nbs.

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What Is the Best CRM for Startup Businesses?

ACT

Did you know that customer experience influences 73 percent of customers’ purchase decisions ? To stand out in the highly competitive startup world, improve retention rates, and attract new customers, small businesses and startups must provide a consistent and memorable customer experience. This is where customer relationship management (CRM) tools come in.

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7 Ways to Embrace Delegation as a Skill to Strengthen Remote Teams

CMOE

Delegation is the most important skill to master when working with remote teams. If you want your remote team to excel, you need to be able to trust them and set them up for success by giving them the space they need to grow and learn. Delegation is a skill that many managers struggle with because it requires trust and selflessness—two things that are hard to cultivate when working with someone who isn’t physically present.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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5 things you can do now to create better retail CX

Zendesk

In this ebook, you’ll learn about the top five things retailers can do to get ahead of the trends (and create happier customers). Download this exclusive ebook to discover: How to develop your? CX strategy as an integrated approach. Why you should focus on customer loyalty and retention. The benefits of self-service in customer experience. And more actionable insights you can use to grow your business.

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Five Years of Customer Experience Reflections. Five Strategies to Consider for 2023

Customer Think

I published my first thought piece on CustomerThink.com back in April 2017, over 5 years ago. I was lucky enough to be asked to become a regular article writer and adviser later in 2018. As we draw towards the end of a turbulent year in the UK, I thought I’d reflect on my messages over […].

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A guide to your customer acquisition strategy

ACT

Regardless of how long you’ve been in business, if you want your company to grow, you need to continually add new customers and improve your customer retention. The best way to do this is through a repeatable, sustainable process that will predictably generate new revenue over time — a customer acquisition strategy. What is customer acquisition? In simple terms, customer acquisition is the process of acquiring new customers.

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What Is a Team Performance Plan and How Do You Build One?

CMOE

A team performance plan is a reliable tool that pinpoints team goals, issues and challenges limiting team success, and steps to address those issues. Team performance plans are similar to individual performance plans but are focused on a collective team vs. a specific team member and are utilized by organizations to enhance the overall performance of a team.

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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.