Iannarino

OCTOBER 14, 2022

By refocusing on increasing revenue, sales organizations can use a strategy that increases the lifetime value of their clients—especially large clients. To reach that number, your client could spend $100,000 with you each year for 10 years.

Customers 328

Customers Clients Sales 328

Engage Selling

MAY 13, 2022

I recently came across some interesting research from Gartner on the customer engagement shift. They discovered that when a customer is buying a brand new solution, they prefer online … Read More. The post Customer Engagement Shift | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

Customers 116

Customers Sales Clients Prospecting 116

Partners in Excellence

FEBRUARY 12, 2024

Somehow, our customers are lost in the process. Our customers often, focus on these issues for the very same reason. But all this doesn’t necessarily address the biggest roadblocks to our customers’ abilities to move forward. We talk about the importance of relationships in complex B2B sales.

Customers 113

Customers Negotiate Pitch Trust 113

Martech

DECEMBER 26, 2023

Marketers will improve customer experience in 2024 so brands can remain competitive and demonstrate to customers that they matter. In 2024, keys to customer success will include better personalization delivered at scale by ramped-up automation and generative AI. Every year the bar gets raised.

Customers 141

Customers Retail GTM Trust 141

Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. In a highly competitive market, differentiation is key.

Customers 96

Customers Sports Pipeline Promote 96

Partners in Excellence

DECEMBER 1, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Customers abandon the project and don’t buy any solution.

Process 118

Process Customers Manufacturing Pipeline 118

Heinz Marketing

SEPTEMBER 5, 2023

You’ve triumphantly sealed the deal in a B2B transaction and warmly welcomed a fresh face into your customer base. A well-crafted post-sale customer marketing plan is vital to constructing solid customer relationships, minimizing attrition, and extracting maximum lifetime value from your clientele.

Customers 110

Customers Construction Consult Gaming 110

Partners in Excellence

FEBRUARY 28, 2024

The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. My obsession to provide Customer Value Written by Christian Maure r Dave, thank you very much for picking up the challenge. To answer even your first question:” Are you interested in Sales?”

Customers 105

Customers Contract Consult Electrical Engineering 105

Partners in Excellence

JANUARY 18, 2024

It’s SKO season, yesterday I was leading a discussion with a great sales team. One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. Implement these, see your results skyrocket and your relationships with your customers improve.

Customers 121

Customers Up-sell B2B Trust 121

Partners in Excellence

APRIL 2, 2024

But, as we work in organizations and work with our customers, sometimes this can be the source of a giant disconnect. We know what questions we need the customer to answer to qualify the deal, we know how to present the capabilities of our products, how to handle objections, how to move to close.

Customers 114

Customers Closing Presentation Product 114

Martech

NOVEMBER 6, 2023

But surprisingly, B2B businesses often overlook the importance of a great customer experience for their buyers, which is typically a top priority for B2C. B2B and B2C customers, despite their different needs, are still human decision-makers. A great customer experience matters for B2B, just as in B2C. Who are B2B customers?

B2B 131

B2B Customers B2C Cold Call 131

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. But new research uncovers customer indecision, not customer indifference, is a major roadblock costing companies millions of dollars in new revenue.

B2B 107

B2B Customers GTM Pipeline 107

G2

MAY 23, 2023

Personalizing your B2B sales strategy connects you with your customers and drives better sales. It helps you stand out from the crowd and earn better customer loyalty.

B2B 119

B2B Customers Sales 119

The 5% Institute

MAY 18, 2021

Making a great first impression in your sales conversations is key, and in this article, we’ll look at ten sales questions to ask customers to help you with this. Although there are various questions to ask a customer; we’ll be looking at it with the following structure: Rapport. 10 x Sales Questions To Ask Customers.

Objection handling 140

Objection handling Objectives and Key Results Customers Sales 140

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. Speaking to sales enablement executives, fewer than 10% have any sort of business acumen programs in place. Yet these same leaders complain about the ability to connect to prospects and customers. I ask: “How does your customer make money?”

Customers 103

Customers GTM Trust Up-sell 103

SaaStr

MAY 19, 2022

I remember about 24 months back I asked one of the very best VPs of Sales I know to help me find a VP of Customer Success. This VP of Sales has built legendary teams, and his Directors and Managers have gone on to run many of the top SaaS companies out there. The best VPs of Sales are closers. Or want to, really.

Customers 105

Customers Sales Closing Product 105

Engage Selling

MARCH 12, 2021

Is your sales team taking the time to truly understand your customer? Sales, in one form or another, is as old as humanity itself. And while sales … Read More » The post Understanding Your Customer first appeared on The Sales Leader.

Customers 162

Customers Service Sales Clients 162

Partners in Excellence

JULY 28, 2023

When I sit down with sales organizations, we inevitably spend a lot of time talking about the Sales Process. But one of the most fundamental problems I see is these sales processes are internally focused, always looking at the things we Do To Our Customers. We: Qualify them. Discover their needs. Re-qualify them.

Process 81

Process Customers Negotiate Sales 81

Sales Pop!

FEBRUARY 23, 2024

The concept of customer service has evolved from a post-sale afterthought to a key driver of business success. Today, it’s not just about solving customer problems but creating an experience that resonates with them at every touchpoint. This brings us to the core concept of holistic customer service.

Service 59

Service Customers CRM Campaign 59

Martech

MARCH 12, 2024

You’re likely familiar with the Pareto Principle, the old 80/20 rule and how it applies to marketing — 80% of your profit comes from 20% of your customers. You also know who those “best” customers are. The metric that illuminates your best customers is customer lifetime value. Your TAM has a subset of your ICP.

Customers 91

Customers Drivers/motivators Construction Legal 91

Sales Gravy

MARCH 24, 2024

On this episode of the Sales Gravy Podcast, Jeb Blount, the author of People Love You: The Real Secret to Delivering a Legendary Customer Experience, sits down with Talroo's Vice President of Success and Enablement Barry Klein to discuss why a focus on customer retention is crucial for revenue growth.

Growth 80

Growth Customers Strategize Technology 80

Martech

JANUARY 26, 2024

Focusing deeply on the customers you serve. Satisfied customers don’t just come for more, they’ll spread the word about you. This is where an ideal customer profile (ICP) comes in. An ICP identifies your best-fit target customers that you can serve exceptionally well. Sales information and materials.

B2B 114

B2B Customers Appointment Objectives and Key Results 114

Search Engine Land

FEBRUARY 14, 2024

Online shopping is a dynamic experience for customers, sparked by the awareness of a specific need or desire. As explored in “Mapping the customer journey for SEO and marketing success,” understanding your customers’ purchase path is vital. What is a customer journey map for ecommerce?

Customers 107

Customers User Experience Referrals B2B 107

Sales Hacker

JUNE 7, 2021

We hear a lot about equipping salespeople with customer insights to help them move from simple questioning to exploring challenges and discussing solutions with customers. Sales customer insights. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales.

Conversion 107

Conversion Customers Drivers/motivators Sales 107

SaaStr

MARCH 13, 2024

Dear SaaStr: How Do I Increase Pricing Again Without Angering Customers? First, plan to increase pricing in general once a year, each year for new customers. And generally for new customers, not existing customers. Try to increase pricing annually for new customers. Second, don’t rip your customers off.

Price 96

Price Customers Start-ups Closing 96

Salesforce

APRIL 24, 2024

It’s not possible (yet) in the physical world, but with zero copy integration, that’s how you can handle your customer data. Some of them are reluctant to adopt a customer data platform (CDP) because they don’t want to duplicate data. Their main goal is to provide better customer insights back to their sales and marketing teams.

Customers 59

Customers Transportation Government UX 59

Membrain

OCTOBER 12, 2022

When qualifying sales leads , the first lens to look through is the Ideal Customer Profile (ICP). We discover whether potential prospects are the right size, in the right industry, and are located in the right geographical location.

Customers 125

Customers Sales Prospecting Pipeline 125

Martech

JULY 11, 2022

Customer-centric messaging and experiences require smart responses managed by AI. If customers aren’t receiving relevant emails or other communications, they’ll simply opt out. The risk is that many customers within these segments will find the messaging irrelevant and get turned off to the brand.

Customers 113

Customers Campaign CRM Contact 113

Partners in Excellence

DECEMBER 21, 2023

The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? I won’t bother revisiting all the data we see reinforcing the struggle customers experience in committing to and managing a change process. You already know that.

Customers 114

Customers Quota Up-sell Conversion 114

Martech

MARCH 1, 2024

National retailer Sur La Table draws customers to physical locations with cooking classes and a wide selection of high-end kitchenware to shop. Now, the company’s customer experience is similarly optimized online with a new AI tool that aids in product discovery and identifying ecommerce opportunities to boost sales.

Customers 92

Customers Retail Campaign Product 92