Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? You need a strategy to defend and grow revenue in not only key accounts, but in every account. Through account management, your team can seek to establish themselves as trusted advisors to customers. First, a quick primer – what is account management?

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PandaDoc

APRIL 17, 2024

It’s a metric that tells you about the yearly revenue generated by individual contracts. It’s a metric that tells you about the yearly revenue generated by individual contracts. Calculating ACV can deliver many benefits , from increased customer retention to better forecasting. It helps when targeting new customers.

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Sales Internet Profitability CRM 52

Arpedio

DECEMBER 20, 2023

In the world of subscription-based business models , Annual Recurring Revenue ( ARR ) is a crucial metric that represents the revenue a company can expect to receive from its customers on a yearly basis. Its importance lies in its ability to provide a clear picture of a company’s financial health and growth potential.

Innovation 52

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Arpedio

FEBRUARY 23, 2024

In today’s fast-paced and ever-evolving business landscape, organizations face a myriad of challenges when it comes to driving revenue growth and maximizing profitability. So let’s dive in and unlock the power of Revenue Operations together. What is Revenue Operations?

Acquisition 52

Acquisition Facilitation Artificial Intelligence Decision-making 52

Arpedio

APRIL 15, 2024

In order to improve sales effectiveness and drive revenue growth, it is crucial to have a clear understanding of sales enablement. 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. What is Sales Enablement?

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

Arpedio

JANUARY 3, 2024

Two key metrics that every business owner should closely monitor are churn rate and customer retention rate. By grasping the importance of these metrics and why it’s essential to optimize them, you’ll be better positioned to keep your customers happy, reduce churn, and drive growth. What is Churn Rate?

Customer Experience 52

Customer Experience Profitability Decision-making Innovation 52

Flevy

FEBRUARY 17, 2024

In today’s digital world, understanding your customer base is more crucial than ever. Customer Segmentation and Analysis stands at the forefront of this understanding, enabling organizations to tailor their strategies, products, and services to meet the diverse needs of their customers.

Management 52

Management Digital Transformation e-Learning Acquisition 52

Account Manager Tips

AUGUST 14, 2022

Need more help to improve your key account management skills? Key account manager attributes Key account managers are responsible for everything to do with the customer lifecycle. From service delivery to account growth, to customer retention, and everything between. Table Of Contents. Creativity 2. Persuasion 3.

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Zendesk

FEBRUARY 29, 2024

What is revenue churn? Revenue churn measures the monthly recurring revenue (MRR) loss from existing customers over a specific period. This metric focuses on customers who have canceled or downgraded their monthly subscriptions. More in this guide: Why is revenue churn rate important?

Artificial Intelligence 52

Artificial Intelligence Customer Experience Acquisition Onboarding 52

Zendesk

JANUARY 10, 2024

These figures provide information on team performance, employee engagement, and the organization’s overall productivity. Workforce managers can use workforce management metrics to optimize their teams, ensure the growth and development of employees, improve organizational processes, and more.

Management 52

Management Decision-making Onboarding Organization 52

Nutshell

MARCH 7, 2023

In sales, key performance indicators, or KPIs, are metrics used to track the progress of sales teams toward their goals and measure their performance’s impact on overall business objectives. Examples of sales KPIs include customer lifetime value, conversion rate, and number of new leads. Why should sales managers track KPIs?

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Sales Management Management Acquisition Sales 62

Apptivo

DECEMBER 1, 2021

As quoted by Shep Hyken, “ A brand is defined by the customer’s experience. This statement is a powerful one that defines the complete relationship between a company’s employees and their customers. Employees bridge the gap between customers and a business. It includes customer conversion and customer retention.

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Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales managers and coaches provide individual team members with the advice and support necessary to address areas of development, enabling them to improve and consistently contribute to the growth of the business.

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Sales Sales Training Sales Management Onboarding 91

Arpedio

JANUARY 9, 2024

One such essential component is the use of Metrics and Key Performance Indicators (KPIs) to measure and drive Account Management success. Table of Contents Why Metrics and KPI’s are so important Understanding and leveraging metrics and Key Performance Indicators (KPIs) is not just a practice – it’s a strategic imperative.

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Account Management Management Client Relationships Account Planning 52

Brooks Group

DECEMBER 20, 2023

As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics. Beyond the traditional key sales performance indicators (KPIs), such as revenue and conversion rates, lies a treasure trove of data waiting to be unlocked.

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Sales Decision-making Sales Training Sales Management 93

ProlifIQ

OCTOBER 4, 2023

We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty. It encompasses a series of well-thought-out actions designed to meet your goals and objectives while ensuring customer satisfaction, retention, and expansion.

Account Management 52

Account Management Management Account Planning Key Account Management 52

Arpedio

MARCH 13, 2024

” This approach represents a fundamental shift in how businesses engage with their customers, placing the product itself at the forefront of the sales process. Product-led sales is a strategy where the product itself serves as the primary driver of customer acquisition, conversion, and retention.

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Acquisition Prioritization Onboarding Sales 52

Hubspot Sales

OCTOBER 4, 2023

Sales Hub also features Conversation Intelligence , which helps you understand how your team performs on calls, as well as areas of improvement. The platform can surface insights on calls like trends and top objections in addition to uncovering reps’ performance patterns.

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Arpedio

FEBRUARY 23, 2024

Welcome to our guide on revenue intelligence—a powerful concept that has revolutionized the way businesses approach strategy and decision-making. In this comprehensive exploration, we delve into the depths of revenue intelligence to uncover its significance, benefits, and implementation strategies. What is Revenue Intelligence?

Decision-making 52

Decision-making Customer Experience CRM Profitability 52

Hubspot Sales

SEPTEMBER 6, 2022

These powerful insights can inform every aspect of your sales process — from pitching to customer retention. Existing customers took priority over new ones. More than a quarter of sales professionals say existing customers took priority over finding new ones this year. Change is unavoidable in sales.

CRM 85

CRM Sales Customer Experience Communication 85

Arpedio

FEBRUARY 26, 2024

If you find yourself in a competitive business landscape, then you probably also know that sales teams are constantly on the lookout for innovative strategies to enhance their effectiveness and drive revenue growth. Leverage data analytics tools and customer feedback to refine and update your ICPs regularly.

Advertising 52

Advertising Sales CRM Media 52

Brooks Group

OCTOBER 24, 2023

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience?

Sales Training 74

Sales Training Sales Decision-making Sales Management 74

ProlifIQ

APRIL 12, 2024

Upsell & Cross-Sell From Your CRM Implementing effective cross-selling and upselling strategies can provide tremendous benefits for growing your business revenue and building customer loyalty. Cross-selling refers to offering customers additional products or services that are related to their original purchases.

CRM 52

CRM Prioritization Profitability Business Growth 52

Sales Management Plus -- SMP

NOVEMBER 30, 2023

Economists often use the phrase “a rising tide lifts all boats” to describe improvements in the overall economy that tend to benefit all players in the economy. Examining sales gaps is a great way to find ideas for improving the entire performance of your team. What Are Selling Gaps?

CRM 52

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Flevy

FEBRUARY 19, 2024

Thus, it’s critical leaders select appropriate Key Performance Indicators (KPIs) designed to translate growth efforts into measurable outcomes. We aim to shed light on how these KPIs can enhance decision-making processes , inform strategy formulation , and drive operational improvements. In business, growth is everything.

Business Growth 52

Business Growth Management Digital Transformation Profitability 52

Nutshell

MARCH 19, 2024

Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. An improvement in productivity translates to more deals closed and more revenue for your business, which means productivity directly impacts your bottom line. Why is sales productivity important?

CRM 71

CRM Sales Software Software 71

ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. It serves as a blueprint, providing a clear direction for sales teams on how to engage with customers effectively.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Flevy

APRIL 20, 2022

As you find ways to get your customer acquisition costs (CAC) low, you may try a lot of tactics to get it to work for you. What Are Feedback Loops & Why They Are Important. Your metrics are another way to track this performance and make it a part of your feedback loop. One vital element is a feedback loop.

Marketing 111

Marketing Acquisition B2C Finance 111

Nutshell

JANUARY 30, 2023

They say what gets measured gets improved. If you want to increase your sales revenue, it’s a good idea to track sales performance. Want to learn how to track your sales performance? It discusses why businesses should track sales performance and how to evaluate sales performance. This blog post is for you.

Sales 62

Sales CRM Acquisition Decision-making 62

DemandFarm

MAY 12, 2023

By adopting a strategic approach, they hoped WorldWideTech would be able to build stronger customer relationships, increase sales, and ultimately strengthen their business. But here’s a breakdown of what it includes, the importance it holds for businesses and an overview of a comprehensive Global Account Management framework.

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Arpedio

FEBRUARY 14, 2024

Two such important functions that often go hand in hand are account management and sales. In this article, we will delve into the disparities between account management and sales, exploring their individual responsibilities, skillsets required, and the impact they have on customer satisfaction and revenue generation.

Account Management 52

Account Management Management Sales Client Relationships 52

Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success. While both functions are instrumental in driving organizational growth, distinguishing their unique contributions is fundamental.

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Account Management Customer Success Management Energy and Utilities 52

Arpedio

FEBRUARY 19, 2024

In today’s fast-paced and competitive business environment, staying ahead of the curve requires embracing innovative technologies that enhance efficiency, productivity, and customer engagement. By streamlining workflows and reducing manual effort, AI improves sales efficiency and productivity.

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Arpedio

APRIL 30, 2024

Unlike traditional methods, value selling focuses on delivering unique value to customers and aligning their needs with your product or service. Simply put, it puts your customers at the center of the sales process. This customer-centric approach builds trust, establishes credibility, and ultimately leads to more successful sales.

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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. Let’s dive in!

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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. Let’s dive in!

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Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. Why is Sales Coaching Important?​ Table of Contents 1.

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