Openview

JANUARY 14, 2019

Because there are pros and cons associated with potential options for sales organizations, the answers are not always crystal clear. Or should they split the task between two reps — one who hunts down the sale and the other who nurtures the customers over time? First, it helps to look at how the sales process changes.

Organization 88

Organization Sales Acquisition Software 88

Nutshell

MAY 19, 2020

While many variables influence customer churn rate, the leading causes of churn can be attributed to one of “the big three:” Read on or jump ahead to the topics below: Average subscription length Customer acquisition cost Customer lifetime value (CLV) Calculating churn rate Why customer retention is vital.

Acquisition 133

Acquisition Onboarding Prioritization Customer Experience 133

Insightly

MAY 12, 2021

Start by working closely with your customer success team. Why you should align customer success with marketing. At this point, the account moves to a dedicated account or customer success manager. It is in marketers’ best interest to build relationships with customer success managers.

Customer Success 64

Customer Success Marketing Customer Experience Acquisition 64

Upland

JANUARY 26, 2023

Account-Based Sales Takes a Revenue Team One of the top challenges organizations face in transitioning to an account-based sales model is the change in mindset necessary to succeed at account-based selling. Customer Acquisition Costs (CAC) : Larger customer acquisition costs can result from ABS.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

SBI Growth

NOVEMBER 13, 2012

You have to quickly and effectively: Segment and target the right organizations. With a premium placed on customer acquisition cloud computing organizations have put account management on the back burner. Reduces Customer Churn. Account Management process reduces churn by focusing on customer success.

Account Management 123

Account Management Management Value Proposition Onboarding 123

Desired Path

MARCH 9, 2023

Which is the most neglected thing in the industry of Customer Success? Random Acts of Customer Success. Trying to make customers successful by just copying “best practices” of CS without understanding whether these practices actually help or hinder your customer. Is it implementation or planning?

Customer Success 52

Customer Success Acquisition Organization Digitalization 52

SalesGlobe

JANUARY 4, 2023

We’ll kick this series off with some basics including the biggest challenges facing the sales organization from leadership to the frontline. Over 50% of those companies had been part of a merger or acquisition in the last 24 months. Role Definition and Alignment Across the Organizations. based organization.

Acquisition 52

Acquisition Leadership Communication Innovation 52

Hubspot Sales

DECEMBER 12, 2017

It can be accessed online, easily customized, and is serviced and supported by the provider’s own product engineers and customer success team. Some organizations wait for new clients to submit payment before awarding commission. Other organizations tier their commission rates. Customer Acquisition Cost.

Sales 144

Sales Acquisition Software Software 144

DemandFarm

NOVEMBER 27, 2024

“We know the entire journey of this customer, thanks to sales and marketing,” said no customer success manager, ever. The traditional silos between marketing, sales, and customer success is a recipe for disaster. Organizations that invest in RevOps report a 30% reduction in go-to-market expenses.

Artificial Intelligence 40

Artificial Intelligence Key Account Management Decision-making Account Growth 40

Corporate Visions

DECEMBER 12, 2019

These four Sales Enablement trends present a glimpse into the future of your organization. When Sales Enablement first showed up in the B2B enterprise, the role became a sidekick to the in-person, acquisition-focused selling conversation. Customer Success Emerges as a Growth Engine. Four Sales Enablement Trends for 2020.

Acquisition 90

Acquisition Decision-making Sales B2B 90

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.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Corporate Visions

JULY 18, 2019

The post How to Drive More Growth from Customer Expansion Conversations by Anton Rius appeared first on Corporate Visions. If you’re like most companies, you focus the lion’s share of your growth budget on-demand generation and customer acquisition. Not customer expansion. Train Customer Success for Sales Opportunities.

Acquisition 80

Acquisition Customer Success Marketing Decision-making 80

DemandFarm

OCTOBER 23, 2024

Enterprise sales involve selling goods or services to large businesses or organizations, often resulting in long-term, high-value contracts. Multiple Stakeholders: Various departments and individuals within the organization need to be engaged and convinced. What is Enterprise Sales?

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Corporate Visions

JUNE 19, 2019

A decade later, Challenger remains a popular adaptation of Moore’s methodology, encouraging sales teams to develop three essential skills: Teach customers something new and valuable about how to compete in their market. Tailor their sales pitch to resonate with the decision-makers’ specific issues and get buy-in from the entire organization.

Acquisition 85

Acquisition Sales Sales Training Decision-making 85

Showpad

JULY 7, 2020

One observation is that all the challenges businesses experienced over the last couple of years, such as stagnating sales productivity and performance and a lack of organic growth, were covered up by a good economy. The evidence is very clear: Organizations that get this right (only 16%!) Or, the revenue came from other sources.

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

SBI Growth

JANUARY 16, 2019

The CRO’s Role in Merging Two Sales Organizations JD Miller, Chief Revenue Officer for Motus, demonstrates how to integrate two selling organizations during a post-acquisition integration… Increase the Impact of Customer Success by Mapping the Customer Journey Bernie Kassar, Chief Customer Officer.

Acquisition 67

Acquisition Customer Success Organization Sales 67

Hubspot Sales

JANUARY 11, 2021

PandaDoc is a proposal, contract, and document solution that helps you create, track, approve, and electronically sign sales (plus marketing, revenue ops, and customer success) documents faster. InsightSquared is a revenue intelligence platform for sales, marketing, and customer success. InsightSquared.

B2B 143

B2B Sales CRM Banking 143

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. Nowhere is this truer than with the commercial organization. This unified effort propels businesses to new heights of success.

Customer Experience 130

Customer Experience Profitability Decision-making Marketing 130

Miller Heiman Group

APRIL 2, 2019

Complacency can lead you to overlook the warning signs that your customer might leave for other suppliers. Also, consider recent changes with your customers. Were there any events in the news, such as mergers or acquisitions? To win them back, you’ll have to evaluate your customer-centric performance. Field of Play.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Insightly

MARCH 11, 2024

CRM means different things to different roles, but with the right CRM (one that’s easy to customize ), your CRM can look a lot different to each role, but still serve the entire company with efficiency and precision. Let’s explore the different roles in an organization and how CRM looks to each.

CRM 52

CRM Organization Decision-making Facilitation 52

Showpad

NOVEMBER 21, 2021

To demand enablement, you have to do so by shaping a vision for what you want to do with an organization, build a brand, talk about it, share it and then commit and execute.”. When we were acquired by GHX in January 2020, I turned my focus to more acquisition-based enablement. How are we cross-training teams? .

Supply Chain 98

Supply Chain Healthcare Onboarding Sales 98

Corporate Visions

MAY 22, 2019

If Sales is the storyteller of your organization, then Marketing is the story builder. Ultimately, these two teams share — and must be aligned to achieve — one purpose: to persuade customers to choose you. Tap into the Potential of Customer Retention and Expansion. Existing customers have their own unique buying psychology.

Sales 103

Sales Acquisition Decision-making Marketing 103

Tidio

AUGUST 30, 2019

Customer relationship is about managing interactions with previous, current, and potential customers. Companies that manage their customer relations well deliver positive customer experiences that strengthen customer retention and promote customer acquisition. 6 Respect Your Customer’s Time.

Management 105

Management Acquisition CRM Software 105

Nutshell

JANUARY 30, 2020

Since CRMs are all about capturing and organizing every piece of customer data, and marketing is all about turning that data into sales leads, CRMs and marketers are a perfect match. Furthermore, many marketers find themselves stuck in sales-heavy organizations, with fewer resources at their disposal than their sales colleagues.

CRM 155

CRM Marketing Advertising Decision-making 155

Brooks Group

AUGUST 6, 2024

Value Selling Technique: By understanding the customer’s supply chain challenges and offering solutions that optimize processes, reduce lead times, or improve inventory management, sales professionals can create worth beyond just the product itself. Challenge 5.

Manufacturing 103

Manufacturing Supply Chain Value Selling Sales 103

SBI

SEPTEMBER 5, 2019

Bigtincan Takes Aim at Revenue Enablement with AsdeqLabs Acquisition. The acquisition of AsdeqLabs expands Bigtincan’s capabilities in sales enablement as well as the growing field of revenue enablement across the enterprise. It’s an honor to have this vision shared through the wider industry via this acquisition.”.

Acquisition 27

Acquisition Account Planning B2C Banking 27

SOAR Performance Group

DECEMBER 13, 2023

A challenging market in recent years has caused many companies to reconsider how they balance new account acquisition with existing customer expansion. Keep reading for 3 practical shifts your organization […] The post 3 Practical Ways to Optimize Account Growth appeared first on SOAR Performance Group.

Account Growth 59

Account Growth Acquisition Organization Marketing 59

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. Revenue Operations (RevOps) is a strategic approach that aims to streamline and optimize the entire revenue generation process within an organization.

Acquisition 52

Acquisition Facilitation Artificial Intelligence Decision-making 52

Desired Path

FEBRUARY 17, 2021

But what was its impact on business and how do Customer Success Executives quantify their organization’s performance against the backdrop of an exceptional year? ARR and 55% indicated that the CS management team at their organizations manage 6-8 direct reports. 60% saw the contribution of customer expansion grow in 2020.

Digital Transformation 59

Digital Transformation e-Learning Acquisition Customer Success 59

SalesPop

MARCH 25, 2021

This is a customer who not only purchases once, but multiple times, and assists us in expanding the account by selling to others within their organization. Interestingly, the role of bringing additional value to the customer, in B2B SaaS, is given over to yet another role, outside of sales: the customer success manager.

Account Management 98

Account Management Management B2B Advertising 98

PandaDoc

MARCH 17, 2025

While RevOps ensures that sales, marketing, and customer success teams are aligned to drive revenue growth, FinOps brings financial accountability and cost efficiency to cloud spending, helping organizations scale sustainably. A lot of organizations may start out with a decentralized operations function. What is FinOps ?

Finance 52

Finance Profitability Decision-making Customer Success 52

Nutshell

AUGUST 21, 2020

For example, let’s say your SaaS product helps NGOs (Non-Governmental Organizations) oversee their workflow and identify ways to improve productivity. Every free trial aims to do one thing: give users a taste of what their life will be like when they’re a customer.

Marketing 142

Marketing Onboarding Media B2C 142

SalesGlobe

AUGUST 25, 2022

The first step is to clearly define outcome-based expectations for the sales organization. The four key focus areas for the client scenario are as follows: Growth through product expansion: selling new products to existing customers. Growth through customer acquisition: selling new products to new customers.

Acquisition 52

Acquisition Sales Account Management Innovation 52

Insightly

DECEMBER 10, 2021

Countless businesses operate under the assumption that they’re maximizing the CRM process implemented in their companies even if it may not be fully optimized to support their organization. The lead acquisition step is generally handled by the sales or marketing teams, or in some companies, both. Acquire more leads.

CRM 98

CRM Software Software Marketing 98

Corporate Visions

OCTOBER 17, 2019

In customer acquisition scenario, you need to disrupt and defeat your buyer’s status quo to convince prospects to change and choose you. But when you’re the insider, defending your incumbent position to existing customers, you need to defend them. These organizations are doing themselves a disservice.

Marketing 66

Marketing Acquisition Decision-making Sales 66

Desired Path

FEBRUARY 17, 2021

But what was its impact on business and how do Customer Success Executives quantify their organization’s performance against the backdrop of an exceptional year? ARR and 55% indicated that the CS management team at their organizations manage 6-8 direct reports. 60% saw the contribution of customer expansion grow in 2020.

Digital Transformation 52

Digital Transformation e-Learning Acquisition Customer Success 52

Desired Path

FEBRUARY 17, 2021

But what was its impact on business and how do Customer Success Executives quantify their organization’s performance against the backdrop of an exceptional year? ARR and 55% indicated that the CS management team at their organizations manage 6-8 direct reports. 60% saw the contribution of customer expansion grow in 2020.

Digital Transformation 52

Digital Transformation e-Learning Acquisition Customer Success 52