Nutshell

FEBRUARY 9, 2023

Of course, you may still have questions—for instance, why do you need lead rate? Why does it matter? Why does lead close rate matter? The strongest marketing and sales campaigns are data-driven. What does that mean? One metric you might use is lead close rate. But what is lead close rate? What is lead close rate?

Marketing 62

Marketing CRM Sales Management 62

Help Scout

FEBRUARY 11, 2022

Customer success boosts lifetime customer value, creates stickier customers, and even provides deeply helpful product insights. Here’s our guide on how to do it well. Read the full article

Customer Success 125

Customer Success Customer Value 125

Hubspot Sales

FEBRUARY 17, 2020

Now that you understand what sales volume is and why it matters, let’s discuss strategies to increase sales volume for your business. Above, we broke down why you need to understand the key qualities and differentiators of your product. But how do you know how well your product is performing? How to Measure Sales Volume.

Sales 112

Sales Stakeholders Prioritization Innovation 112

Chally

FEBRUARY 7, 2023

When determining if a candidate is a good fit for a job, assessing their overall job fit matters. Why Does Job Fit Matter? Why should job fit be important to employers? There are numerous reasons why job fit is so important when hiring and promoting employees. What exactly is job fit, and how is it measured?

Decision-making 52

Decision-making Meetings Profitability Organization 52

Hubspot Sales

JANUARY 12, 2022

Revenue and profit are two of the most prominent, crucial metrics every business needs to track if it wants to understand its performance, forecast effectively, and spend wisely — among a host of other key functions and activities. It takes some steps to pare down your revenue figure to your profit. Getting from Gross Sales to Net Sales.

Profitability 118

Profitability Manufacturing Marketing Sales 118

Customer Think

OCTOBER 16, 2023

Today, you can’t just choose a single platform to engage customers. You need to leverage them all. From social media platforms like Facebook, X (Twitter), and Instagram to email marketing, there are endless opportunities for you to connect with your target audience. This is what cross-channel customer engagement is all about.

Media 59

Media Marketing Digitalization 59

Help Scout

AUGUST 22, 2023

How to measure Time To Resolution, why it's important, and our top tips for reducing resolution time for a better customer experience. Read the full article

Customer Experience 84

Customer Experience 84

Planview

SEPTEMBER 14, 2023

Improved management and support SaaS apps are virtually impossible to manage, secure, and support when your IT department doesn’t know about them. And according to Gartner®, “IT typically is aware of only a third of those due to decentralized ownership and sourcing.” The result was an estimated €2 million in annual cost savings.

Energy and Utilities 52

Energy and Utilities Government Decision-making Facilitation 52

Customer Think

MAY 7, 2023

Imagine you visit a store and buy some items and then you receive a survey asking you about your experience at the store. You fill out the survey and give some feedback, but then you don’t hear anything back from the store. That can be frustrating, right? One key way to improve the customer experience […]

Customer Experience 72

Customer Experience 72

Hubspot Sales

MARCH 30, 2022

Here's why: 1. Here, we'll cover the basics of an expense report, how to fill it in, and see an example in action. Although an expense report is necessary for any employee who wants to be reimbursed for a business expense — like travel, gas, or meals — they're equally important for the employer. Accurate reimbursements. Commissions.

Transportation 82

Transportation Insurance Advertising Small Business 82

ACT

OCTOBER 14, 2021

That’s why it’s important to focus on maximising email deliverability and managing your sender score and reputation if you want to run successful email marketing campaigns. Poor sender reputation is one of the main reasons why emails are either rejected completely by the ISP, or end up in spam. What is email deliverability?

Marketing 52

Marketing Government Software Software 52

QYMATIX

FEBRUARY 8, 2022

Why not try our free ROI calculator. The technology behind this is called “predictive analytics” or, in sales terms, “predictive sales analytics” In this article, you will learn how you can tell whether your company needs an ERP system with AI to predict customer behaviour. How Predictive Sales Analytics Works.

Sales Analytics 45

Sales Analytics Artificial Intelligence Prioritization Software 45

Help Scout

AUGUST 22, 2023

Transitioning to a paid, profit-making support model can be tricky, but with a little thought and some simple calculations, you can directly prove your value to the business and enjoy increased influence and impact. Here’s how to do it. Read the full article

Profitability 40

Profitability 40

Vantage Partners

MARCH 2, 2022

Originally published in California Management Review Insights — 26 September 2021.

Publishing 83

Publishing Management Account Management Sales 83

Zendesk

DECEMBER 3, 2020

Why is sales performance important? Before talking about what managers can do to help their team’s sales performance, you have to know why sales performance matters in the first place. Maybe you’ve heard it before: “People don’t quit their job; they quit their managers.”

Management 52

Management CRM Sales Profitability 52

Crank Wheel

MARCH 24, 2021

Are you happy with the messaging and content of every sales email, presentation, and everything else your sales team sends out? If not, then you need to read this article.

Sales 87

Sales 87

Zendesk

DECEMBER 16, 2020

When customers contact your business, they expect good service no matter who answers the call. The WFM software lets call center managers make adjustments to agent schedules to meet kpis and service levels throughout the day, no matter where they are. What is call center workforce management (WFM)? Better customer experience.

Management 98

Management Software Software Customer Experience 98

Hubspot Sales

FEBRUARY 11, 2020

That’s more or less why they sell goods and services or even exist in the first place. One of those potentially confusing metrics is known as sales revenue, and I’ve compiled information to offer you some insight into what it is, how to calculate it, how it relates to other income figures, and why it’s important to understand it.

Profitability 93

Profitability Sales 93

Engage Selling

MAY 18, 2019

Imagine you’re driving your car on a highway. Nearly everything in the vehicle seems to be in working order except for the speedometer. You don’t know how fast or how slow you’re moving. All you can do is make a … Read More »

Sales 69

Sales Sales Training 69

Showpad

JUNE 28, 2018

Bezos is one of an emerging crop of business leaders who is starting to understand that quality matters more than brevity. The post Take it from Jeff Bezos: Why Engaging Content Matters appeared first on Showpad. The memo-driven model is attractive because it has greater room to engage the reader.

Shareholders 40

Shareholders Construction Meetings 40

Upland

SEPTEMBER 29, 2023

Your strategy needs to, as well In sales, reaching the people that matter is the single most important thing you need to do. Relationships are vital to winning deals that matter. Unfortunately, sellers rarely meet the right people. Just 14% of businesses feel sellers connect with the right people in the account.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Sales Readiness Group

AUGUST 17, 2018

To maximize sales results, a sales manager has to ensure that his or her team is operating at their peak level like a sports team. That’s where coaching comes in—it’s one of the most important things you can do as a manager to drive better sales results. Coaching is the time you spend 1:1 with your team members to improve their ability to sell.

Sales Management 75

Sales Management Management Sales 75

The Center for Sales Strategy

APRIL 15, 2024

In today’s candidate-led job market, your company's reputation matters—a lot. But why should you really care? It’s about cultivating experiences and creating an impression that goes beyond a mere transaction. Many of the people who have the power to influence your reputation are those you’re recruiting.

Marketing 112

Marketing 112

Holden Advisors

NOVEMBER 3, 2021

Here we explain why they are incredibly important players in the price, cost, revenue equation. The truth is, it doesn’t matter if you are (or think you are) selling a commodity when it comes to value. And, they should be engaged in all matters involving value and its translation to revenue. Think: Revenue – Costs = Profit.

Procurement 369

Procurement Finance Construction Government 369

Account Manager Tips

NOVEMBER 19, 2022

All you have to do is show them how to get results in a way that matters to them and you'll have them eating out of the palm of your hand. Ask yourself, "Why am I presenting?" Ask yourself, "Why am I here?" What's your why? Why aren't they achieving their KPIs or what's in their way of getting even better results?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Upland

MARCH 12, 2024

Why human sellers are here to stay But before getting into it, we have to say that even at this junction, it’s clear that AI isn’t replacing human sellers anytime soon. This is because we need sellers for many reasons, and the most important is making connections that matter. Sales AI is exciting, and also a little terrifying.

Artificial Intelligence 195

Artificial Intelligence Sales B2B Organization 195

Upland

MAY 5, 2023

Being a trusted advisor is how you get into that room. The more he dug into the particulars of the account, the more he realized a growing gap between his knowledge and the customer’s problems. “What I didn’t truly understand at the time was, well, why? Why are they budgeting that amount? Why not last year?

Account Planning 195

Account Planning Healthcare Decision-making Stakeholders 195

SmartKarrot

FEBRUARY 22, 2021

6 Reasons why Diversity and Inclusion matter in Customer Success. As organizations continue to find new ways to strive for excellence and success, here are the top 6 reasons why diversity and inclusion are vital to reaching this goal. Source : Customer Success 2019 Survey – Europe and ROW; Sue Nabeth Moore and Martine Niermans.

Customer Success 22

Customer Success Innovation Publishing Organization 22

ReviewTrackers

JULY 28, 2022

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49

49

ReviewTrackers

NOVEMBER 30, 2021

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49

49

Account Manager Tips

OCTOBER 28, 2022

We Need to Talk: How to Have Conversations That Matter Why this book? Insight Selling: How to sell value & differentiate your product with Insight Scenarios Why this book? Humor, Seriously: Why Humor Is a Secret Weapon in Business and Life (And how anyone can harness it. Why this book? Why this book?

B2B 130

B2B Key Account Management Account Management Leadership 130

Upland

NOVEMBER 27, 2023

Why do you need to know your customer? Why do they need to act? Why hasn’t it been fixed before? You need to know your customer because customers buy outcomes. They aren’t in the market for products or services. They aren’t buying just to buy. What are their goals? Often, they’ll even be tied to executives’ bonus payouts.

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Hubspot Sales

MAY 12, 2023

20 Interview Questions and Answers for an Executive Assistant We’ve compiled the list of the top questions interviewers ask during EA interviews, plus why they’re important and how you should answer them. Why it matters : This question is often the first one asked and can trip up candidates. Tell me about yourself.

Software 108

Software Software Shareholders Communication 108

SmartKarrot

MARCH 3, 2022

Behavioral Segmentation- Why it matters. The NPS is not the sole metric that matters. Marketing is no more a one-way street. What marketing firms had to do earlier was write good copy, take amazing pictures, and strategically ensure it reaches customer attention. What is Behavioral Segmentation? Improved Targeting Accuracy.

Artificial Intelligence 10

Artificial Intelligence Value Proposition Customer Knowledge Customer Success 10

Upland

JULY 12, 2023

Why is deal qualification important? Many companies that use MEDDIC still must incorporate it into their actual sales process for it to be successful. What is deal qualification? Deal qualification refers to the rigorous process of determining whether a lead or prospect is a good fit for the product or service you have to offer.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Upland

MARCH 13, 2023

In fact, it is from the reps at the front lines that we get most of our insights into projected revenue. Why Are So Many Sales Forecasts Wrong? Why not spend that time exploring which deals are easier to win, and focus energies on effective prioritization instead? It is no longer about guesswork. Is Sales Forecasting Important?

Prioritization 195

Prioritization Account Planning Sales Decision-making 195