Flevy

AUGUST 8, 2023

Most Innovation efforts fail because of a lack of understanding of customers’ needs. The enormous amount of data available today should have made it easy for organizations to capture what customers hope to achieve. The framework provides a robust approach to ascertaining customer requirements and pain points.

Innovation 95

Innovation Value Proposition Digital Transformation Customer Experience 95

AchieveIt

FEBRUARY 19, 2024

Strengths : Identify your organization’s unique skills, resources, or competitive advantages that position you for success. Customer satisfaction ratings? Additionally, it helps identify potential roadblocks or areas that may need additional attention. Who will be responsible for leading and implementing these initiatives?

Brainstorming 52

Brainstorming B2B Value Proposition Advertising 52

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on strategic account planning – a vital practice for businesses looking to achieve long-term success and foster strong customer relationships. At its core, strategic account planning involves a deep understanding of the customer’s business, industry, and challenges.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

Welcome to our comprehensive guide on strategic account planning – a vital practice for businesses looking to achieve long-term success and foster strong customer relationships. At its core, strategic account planning involves a deep understanding of the customer’s business, industry, and challenges.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

APRIL 15, 2024

The adoption of AI technologies is not merely a trend; it represents a fundamental shift that empowers businesses to optimize their sales processes, improve customer engagement, and drive revenue growth. By analyzing large volumes of data in real-time, AI can identify trends, predict customer needs, and recommend personalized solutions.

Artificial Intelligence 52

Artificial Intelligence Decision-making Innovation Prioritization 52

Arpedio

FEBRUARY 15, 2024

Identifying Mobilizers can be challenging, as they may not always hold traditional leadership titles or occupy prominent roles within the hierarchy. Instead, Mobilizers often emerge organically through their ability to rally support, garner consensus, and mobilize resources to achieve strategic initiatives.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Flevy

FEBRUARY 26, 2024

This strategic pivot is essential for enhancing competitiveness, improving customer experience, and fostering innovation. As organizations navigate this complex journey, identifying and tracking the right KPIs is vital for measuring progress, optimizing processes, and ensuring alignment with overarching business objectives.

Digital Transformation 52

Digital Transformation Digitalization Management Innovation 52

Planview

NOVEMBER 29, 2023

Visibility is not merely an operational insight; it’s the crucial factor in identifying the work that truly drives value and directly shapes customer experiences. It serves as a valuable example for organizations seeking to navigate modern solution delivery complexities with a customer-centric approach.

Financial Services 59

Financial Services Customer Value Customer Experience Decision-making 59

Flevy

MARCH 25, 2024

The Business Model Journey framework provides a clear roadmap for understanding how Business Models evolve through three distinct, predictable stages: Creating Innovation : This initial stage focuses on introducing new ideas and models, breaking away from industry norms to capture new value.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

Customer Think

DECEMBER 6, 2022

As customer experience professionals, the work you do to identify improvement opportunities and other initiatives to design and deliver a better experience. I originally wrote today’s post for CMSWire. It appeared on their site on September 12, 2022.

Decision-making 87

Decision-making Prioritization Leadership Customer Experience 87

OnStrategyHQ

JANUARY 31, 2024

With the right AI strategy , organizations can capitalize on all of the unlocks AI has provided – from machine learning to new business models – while proactively mitigating some of the risks like data privacy, customer data, and biases. Identify the right adoption strategy based on your unique business needs.

Artificial Intelligence 52

Artificial Intelligence Brainstorming Supply Chain Government 52

Arpedio

FEBRUARY 14, 2024

From developing a robust business expansion strategy to identifying new market opportunities and overcoming challenges, this guide will provide valuable insights to help you navigate the path to global expansion. Competitive analysis allows businesses to assess the competitive landscape and identify opportunities for differentiation.

Supply Chain 52

Supply Chain Decision-making Government Marketing 52

Sales Outcomes

JANUARY 15, 2024

Chaos ensues as the organization deploys initiatives, activities, and investments uncoordinated. Marketing has initiatives to support growth in the finance sector, but they aren’t aware of the sales team’s targeting initiative. The term that’s popular as of late is “orchestration.”

Marketing 52

Marketing Finance Stakeholders Prioritization 52

Flevy

MARCH 26, 2024

Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Customer-centric Design (CCD) frameworks used by management consultants. Stage : Breaking down the customer journey into distinct stages (e.g., awareness, consideration, purchase, and loyalty) to identify key moments that matter.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Arpedio

FEBRUARY 20, 2024

A value chain is a concept used in business management to describe the sequence of activities and processes involved in creating and delivering a product or service to customers. It encompasses all the stages from the initial raw materials or inputs to the final delivery and support of the finished product or service.

Logistics 52

Logistics Transportation Procurement Manufacturing 52

Zendesk

NOVEMBER 16, 2023

Through strategic questions and steps, an organization can evaluate the current status of its employees and identify opportunities for training, hiring, succession planning, and more. These templates can help with retirement planning initiatives, identify individual and departmental skill gaps, and shine a light on customer service metrics.

Organization 52

Organization Software Software Stakeholders 52

Flevy

AUGUST 13, 2023

This situation can be attributed to various factors, including ideas that do not gain traction, insufficient funding, and inadequate customer analysis. During their initial stages, startups make speculative assumptions concerning their Business Model. This step stimulates demand and uncovers prospective customers.

Digital Transformation 81

Digital Transformation Construction Acquisition Facilitation 81

Arpedio

APRIL 15, 2024

By providing sales professionals with the right information at the right time, sales enablement empowers them to deliver value-driven solutions that address customer needs. Training should cover product knowledge, sales techniques, objection handling, and customer relationship management.

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

Arpedio

DECEMBER 20, 2023

Cross-selling involves offering customers strategic product pairings that complement their current purchases, thereby encouraging them to buy more and increasing overall revenue. The goal of cross-selling is to increase revenue by encouraging customers to buy more items or upgrade their purchase.

Business Growth 52

Business Growth Sales 52

Arpedio

FEBRUARY 15, 2024

Enter pre-sales—a fundamental aspect of the customer journey that often goes overlooked but holds immense potential for businesses aiming to drive conversions and foster customer loyalty. It encompasses a series of crucial interactions and engagements that occur before a potential customer decides to make a purchase.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

ProlifIQ

AUGUST 17, 2023

One such strategy gaining popularity among sales and customer success leaders is the “land and expand” approach. This method focuses on acquiring new customers while simultaneously nurturing existing accounts to drive expansion and increase company revenue.

Acquisition 52

Acquisition Stakeholders Customer Success Profitability 52

Arpedio

FEBRUARY 22, 2024

Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively. The key objectives of Spin Selling include: Understanding the customer’s current situation and context.

Software 52

Software Software Decision-making Performance Review 52

Showpad

DECEMBER 12, 2023

Leading sales enablement initiatives effectively in a turbulent world is not an easy task Staying relevant and ensuring a steady flow of revenue are key challenges for every business these days. Let me ask you this: Have you derived your sales enablement initiative directly from the business goals? But we can work on that.

Sales 52

Sales Onboarding Communication Negotiation 52

Envisio

FEBRUARY 1, 2024

Seated in rows, lecture-style, in a sunny room on the ASU campus, around seventy-five people from across different levels of government and industry sectors learned about three initiatives. Three initiatives were identified there and created the basis for the next year of work between the selected delegates. Why were we there?

Government 52

Government Innovation Leadership Facilitation 52

Arpedio

FEBRUARY 5, 2024

Whitespace in sales is a concept that holds immense potential for businesses seeking enhanced growth and customer acquisition. Understanding whitespace involves identifying gaps in the market that have not been fully explored or capitalized on. This, in turn, can lead to higher sales volumes and greater profitability.

Acquisition 52

Acquisition Decision-making Sales Innovation 52

Hubspot Sales

DECEMBER 23, 2021

A customer's revenue potential doesn't immediately end at the point of sale. There's a wealth of opportunity for more business beyond each initial purchase — and practices known as cross-selling and upselling can help you tap into it. Cross-selling is encouraging the purchase of anything in conjunction with the primary product.

eCommerce 141

eCommerce Software Software Customer Success 141

PartnerTap

FEBRUARY 20, 2024

Change-agent leadership The most critical ingredient for any successful transformation initiative is change-agent leadership. A great example of transformational leadership is from one of our customers, Lumen. I hear so often from channel and partner people that “my partners are my customers” – which is wrong.

Leadership 52

Leadership Suppliers Sales CRM 52

Flevy

JUNE 17, 2021

Organizations pursue these initiatives for a number of reasons—e.g. Customer Experience Strategy. Customer and Partner Readiness. The first step in achieving growth from a Merger or Acquisition deal is to identify and analyze the opportunities essential for growth. Segmenting the customers and their needs.

Customer Experience 111

Customer Experience Prioritization Acquisition Banking 111

Arpedio

JANUARY 3, 2024

While they might seem interchangeable, understanding the key differences between these approaches is essential to building long-term customer relationships and maximizing revenue. Account Management involves maintaining and nurturing existing customer relationships.

Account Management 52

Account Management Management Client Relationships Prioritization 52

Hubspot Sales

JANUARY 23, 2024

Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. But from my experience, when you focus primarily on your customer's experience and goals, upselling benefits both you and your customer tremendously. 10 Upselling Strategies for 2024 1.

Media 90

Media Decision-making Customer Experience Marketing 90

Insightly

MARCH 11, 2024

You’ll also hear almost any professional is willing to share what CRM or customer relationship management software they are using, since the CRM is a must-have, and is typically the lifeblood of a business. Microsoft , and subsequently Slack vs. Teams. You can get a pretty lively discussion going quickly on those hot buttons alone.

CRM 52

CRM Organization Decision-making Facilitation 52

Arpedio

JANUARY 3, 2024

Key Takeaways: Prospecting and closing are two key sales strategies ; prospecting is the initial phase, while closing is the final phase of the sales process. Prospecting involves identifying potential customers, while closing is about sealing the deal and getting the customer to commit to a purchase.

Negotiation 52

Negotiation Advertising Sales Acquisition 52

Planview

JANUARY 30, 2024

The consequences reach everyone in the company’s orbit, from employees and executives to stakeholders and customers. Effective change management is required for sustained success in delivering strategic initiatives. By exploring stakeholder alignment, we divide the nuanced elements that propel successful change initiatives.

Stakeholders 52

Stakeholders Prioritization Government Leadership 52

Arpedio

FEBRUARY 20, 2024

Cold calling is a sales technique in which a sales representative contacts potential customers or clients who have not expressed any prior interest in the product or service being offered. The term “cold” refers to the fact that the salesperson initiates the interaction without any prior relationship or warm introduction.

Value Proposition 40

Value Proposition Decision-making Communication Sales 40

Arpedio

FEBRUARY 27, 2024

In this blog post, we will delve into the principles, strategies, and benefits of relationship selling, exploring how it can drive sustainable business growth and foster enduring customer relationships. At its core, it prioritizes building meaningful connections and fostering trust with customers. What is Relationship Selling?

Prioritization 52

Prioritization Communication Software Software 52

OnStrategyHQ

FEBRUARY 16, 2024

What are the top needs we meet for our customers? If we could free up 5 hours a week/person, what could we do to significantly impact our team, customers, and community? As we used this AI framework with our team, we identified multiplying OnStrategy’s mission in two key areas: Deliver outcomes to our clients more efficiently.

Artificial Intelligence 52

Artificial Intelligence Government Value Proposition Co-Creation 52

Zendesk

JANUARY 10, 2024

This philosophy drives efficiency across departments, influencing everything from employee scheduling to future benchmarks and initiatives. Customer satisfaction Customer satisfaction (CSAT) is a measure of how well a company’s products, services, and overall customer experience (CX) meet customer expectations.

Management 52

Management Decision-making Onboarding Organization 52