The Benefits of Churn: The Good in Saying Goodbye to Customers
Account Manager Tips
APRIL 29, 2024
Think losing clients is bad for business? Think again! Find out how strategic customer churn can be a game-changer for your business growth.
Account Manager Tips
APRIL 29, 2024
Think losing clients is bad for business? Think again! Find out how strategic customer churn can be a game-changer for your business growth.
The Center for Sales Strategy
APRIL 29, 2024
When selling a product or service, not all outreach efforts should be directed directly at the decision maker, who has the final word on what will be bought. Instead, it's more effective to engage with the people around them—influencers from whom they seek advice, people nearby who can speak favorably about your company, and sources of information they trust.
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Customer Think
APRIL 23, 2024
Businesses have access to more customer data today than ever before. However, this abundance of information comes with increased customer scrutiny—customers are increasingly, and justifiably, opinionated about how their data is used, especially with the growing adoption of AI.
The Center for Sales Strategy
APRIL 25, 2024
What worked a few years ago and helped gain successful sales leads might be outdated and could never work now. For instance, there were times when cold calling was king, but it can't help in this age of digital marketing. Therefore, adjusting your strategies is incredibly crucial in ensuring you get quality sales leads. Here's a detailed look at some of the strategies you can use.
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.
FinListics Solutions
APRIL 24, 2024
As the business landscape evolves, the key to sustainable success lies in placing your customers at the heart of your revenue strategy. "7 Steps to Building a Customer-First Revenue Organization" is your comprehensive guide to this pivotal shift. Co-authored by industry veterans Dr. Stephen Timme and Sheevaun Thatcher, CPC, this eBook offers invaluable insights and practical advice for transforming your revenue operations into a customer-centric powerhouse.
Vantage Partners
APRIL 24, 2024
Annual physicals and preventive care are common for individual health. It helps prevent diseases and treat issues before they metastasize. They provide peace of mind and an early warning system of trouble.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sales Gravy
APRIL 24, 2024
On this episode of the Sales Gravy Podcast, master sales trainer Gina Trimarco sits down with Neil Rogers, author of "Bar Tips" and a veteran in sales and marketing. Their conversation provides invaluable insights into how experiences from seemingly unrelated fields, like bartending, can significantly impact your sales performance. Neil Rogers, with his diverse background spanning from bartending to high-level sales roles across various industries, brings a unique perspective to the table.
Customer Think
APRIL 25, 2024
Your Customer Experience ROI Handbook started with “What is CX ROI?” (return on investment) and continues here with “Proving CX Value” in chapter two of this five-part series. To recap: Customer Experience ROI is value gained by customers plus value gained from customers.
Nutshell
APRIL 22, 2024
If you use forms on your website, you may get a few spammy submissions that distract your sales team and clog your pipelines. Protecting your forms from spammers is important for boosting team productivity and maintaining clean customer data. Introducing new Nutshell forms spam prevention features! Now Nutshell will handle spam prevention for you, so you can keep fake form submissions out of your CRM.
SBI Growth
APRIL 26, 2024
Marketing is a core part of an effective revenue engine, but for CMOs looking to amplify their impact on the bottom line, it can be difficult to get started. After all, marketing has so many moving parts, what should leaders focus on to ensure their campaigns have the reach and impact they seek? Understand your target and position, then use the right people and tools to execute your campaign effectively.
Advertiser: ZoomInfo
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
Arpedio
APRIL 29, 2024
What is the BANT Methodology? BANT stands for Budget, Authority, Need, and Timeline, and it provides a structured approach to qualifying leads and prioritizing prospects. By addressing these four key components, you can gain valuable insights into a prospect’s readiness and likelihood of making a purchase. Implementing the BANT methodology in your sales process can help you qualify leads more efficiently, focus your efforts on high-potential prospects, and ultimately close more deals.
The Center for Sales Strategy
APRIL 24, 2024
For as long as sellers have been selling, managers have tracked their activity. Over time, we've improved the tools we use to track that activity, from call sheets to spreadsheets to CRM. But if all we do is capture the data and not study the data, what's the point? After all, the value is not simply in seeing how much activity we have but in understanding the trends within that data to help salespeople improve.
Customer Think
APRIL 23, 2024
I originally wrote today’s post for GetFeedback. This is an updated version of that article from July 2020. What customers are seeing and experiencing vs. what brands are saying can often be in conflict. The gap between Marketing and Customer Experience (CX) teams is largely responsible for that.
Nutshell
APRIL 22, 2024
Love Nutshell’s ability to send templated sales emails to your prospects and customers so you can type less and sell more? Want to be able to use email templates right from your email inbox? Introducing Email Booster, the second half of Nutshell’s Revenue Booster add-on ! Email Booster helps you send and customize Nutshell email templates from Gmail, ensuring Nutshell works where you do.
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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.
SBI Growth
APRIL 25, 2024
For much of 2023, volatile markets and unforeseen challenges held CEOs back from executing aggressive value creation plans. But with Q1 2024 going by without much issue, it seems like the perfect opportunity for business leaders to accelerate growth and capitalize on new opportunities. Yet, even with a clear plan in mind, leaders are still hesitant about their ability to execute it successfully, ensuring that CEOs stay vigilant despite hopeful outlooks.
ACT
APRIL 29, 2024
What’s the secret to building a successful small business? Of course, there’s no universally acceptable answer to that question. But, ask any SMB owner, and they’ll tell you how their team members are their most valuable assets. Case in point: Employees who are energised and excited about their work are 31 percent more likely to go above and beyond.
The Center for Sales Strategy
APRIL 22, 2024
Getting the first appointment with a qualified decision-maker of a target prospect can be one of the most challenging aspects of B2B selling. The ability to set appointments efficiently can make or break a business's success. The good news is that today, sales professionals have access to a plethora of tools and resources designed to streamline the appointment-setting process.
Arpedio
APRIL 29, 2024
(SAMA = Strategic Account Management Association. ARPEDIO is one of the Global Technology Partners of SAMA). Recently, we had the pleasure of partnering with our client, DHL , to host the Strategic Account Management Association (SAMA) Executive Symposium, dedicated to ‘Unlocking the Power of Strategic Account Management’ During the event, we delved deep into the heart of Strategic Account Management and uncovered invaluable insights from industry leaders.
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.
Groove HQ
APRIL 25, 2024
When setting out your business strategy, it’s vital to avoid falling into the ‘churn-and-burn’ trap. This is when you focus on getting the customer’s money as soon as possible, and neglect to put enough effort into ensuring a high-quality product or service. While you probably wouldn’t do this on purpose, it’s easy to focus so much […] The post How To Grow Your Business By Providing Strong Customer Value appeared first on Groove Blog.
SBI Growth
APRIL 22, 2024
Gone are the days of endless cold calls and the limitations of geographic reach. Virtual prospecting unlocks a world of potential customers eager to connect online, but with so much competition, it poses a question: How do you make your message stand out? Let’s dive into five powerful virtual prospecting strategies to transform your outreach and propel you ahead of the competition.
Customer Think
APRIL 26, 2024
Cutting out the “middleman” by moving to a direct-to-consumer (DTC) model can be an attractive way to increase your company’s revenue. However, it puts a much greater responsibility on your brand to provide top-notch customer service. And customer service isn’t something you can afford to take lightly.
The Center for Sales Strategy
APRIL 23, 2024
Referrals are the lifeblood of sales success. They are the ultimate "social proof" because people trust friends and influencers more than any advertisement delivered by the brand. A referral is someone who has a personal reason to check out your brand and who approaches your products or services with a positive-leaning curiosity. They may even be a pre-qualified lead if the referral itself was based on personal knowledge.
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.
Arpedio
APRIL 29, 2024
A sales account plan strategy is a vital tool for achieving sales growth and building strong client relationships. It provides a clear roadmap for sales teams to follow, outlining the steps and actions necessary to reach their goals. By implementing a well-defined account plan strategy, companies can ensure they are effectively targeting their key accounts and maximizing their sales potential.
May Phoo Pan
APRIL 28, 2024
Going back and imagining myself back to the days I started joining the agency as Account Executive, I actually have no idea what an ads agency account professional is. But now, I have been in this industry for 6 years as an ads agency account professional, Account Director. So, I think it’s time for me to share about the roadmap of account professional so that it can be helpful to those who wanted to start the career or who are already in the ads agency but not finding what your passion is.
SBI Growth
APRIL 24, 2024
CEOs anticipate growth, confident in their strategies to meet demand. However, many are dissatisfied with Go-to-Market teams executing those growth plans.
Customer Think
APRIL 26, 2024
When it comes to do less with more in customer service, the answer is AI. This article will set you up to success with the right knowledge of conversational and generative AI in the system. For a sales professional, its always hectic. The budget is in flux and customers expecting more.
Advertiser: ZoomInfo
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.
Groove HQ
APRIL 23, 2024
Working with customers can be both fulfilling and demanding. One moment, you’re dealing with a buyer who is friendly, funny, and just needs a bit of help. The next, you have to solve a complex problem for an angry and demanding business owner. Each of those conversations will benefit from a different approach. Once your customer […] The post How To Provide Customer Support for Any Communication Style appeared first on Groove Blog.
Force Management
APRIL 25, 2024
Determining the budget line item for a sales initiative can be difficult until you start talking to vendors. There are a multitude of sales consultants out there with prices that vary just as much. Once you determine the key knowledge gaps you're trying to fill in your organization or the challenges you're trying to overcome, then it's time to connect with the right solution for your budget and pain points.
Revegy
APRIL 23, 2024
Sales leaders have seen massive transformations over the last couple of years. Limited budgets…more educated and demanding buyers…hybrid and remote reps…digital buying…personalized sales approaches…partner ecosystem shifts…and don’t get us started on introducing AI! Given these disruptions to the market, the cost of winning new revenue and preventing customer churn is increasing, putting additional pressure on […] The post Take Your Team’s Performance to the Next Level with Sales Coaching
OnStrategyHQ
APRIL 25, 2024
Introduction to AI guiding principles and responsible AI. Welcome to the journey of defining responsible AI within your organization! AI is crucial for driving innovation and improving operational efficiency in today’s business environment. However, as we harness Artificial Intelligence’s potential, we must do so responsibly. This post is part of a series that will help you articulate distinct and actionable guiding principles for responsible AI in your organization.
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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.
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