Zendesk

SEPTEMBER 23, 2021

Customer acquisition cost (CAC) was on the rise for many companies prior to COVID-19. McKinsey & Company reports that the shift to digital sales led to 30 percent higher acquisition efficiency for businesses. What is customer acquisition cost (CAC)? How to calculate customer acquisition cost (CAC).

Acquisition 97

Acquisition Supply Chain Advertising Digitalization 97

SBI Growth

JUNE 8, 2022

Organic or inorganic growth? For companies with a historical success of organic growth, looking at acquisitions as a potential growth lever can appear overwhelming. But in the wake of accelerated growth expectations, acquisitions have almost become necessary.

Acquisition 71

Acquisition Organization 71

Hubspot Sales

SEPTEMBER 3, 2019

While tracking metrics is an important activity for all sales organizations, B2B sales teams face unique challenges. That's why defining and tracking relevant metrics for your B2B sales organization is critical for success. Let's review the sales metrics your B2B organization should be tracking. B2B Sales Metrics to Track.

B2B 111

B2B Organization Acquisition Sales 111

Brooks Group

MARCH 6, 2024

Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well. Most organizations track a few key performance indicators (KPIs) such as win rates, quota attainment, and revenue growth.

Organization 101

Organization Account Management Sales Sales Training 101

SBI Growth

NOVEMBER 10, 2021

With growth hires representing critical enablers of many organizations’ plans, hiring teams will likely fail to keep up with 2022 headcount needs.

Acquisition 127

Acquisition Organization Sales 127

Sales Gravy

APRIL 2, 2025

From Knowledge Acquisition to Knowledge Application Training is vital for learning new strategies, product details, and selling techniques, but it doesnt guarantee that anyone will actually use those ideas. Even better is when the leader offers coaching in the momenthelping the rep pivot if the call starts going sideways.

Sales Leadership 65

Sales Leadership Leadership Sales Acquisition 65

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. One that I will expand over time from this foundation.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

The Center for Sales Strategy

MARCH 30, 2021

The most successful and resilient organizations have adapted to all things virtual — including events and learning, talent acquisition, as well as their sales strategy. What has the data and trends from the past year shown sales leaders? That virtual selling is here to stay.

Virtual Selling 139

Virtual Selling Acquisition Digitalization Organization 139

AchieveIt

MAY 31, 2024

There’s no shortage of studies on the failure rate of mergers and acquisitions (M&A). Ultimately, a merger or acquisition is a significant change for all parties involved. As a leader undergoing a merger or acquisition, you’re suddenly thinking beyond your team or company. It doesn’t look great either way.

Acquisition 52

Acquisition Management Leadership Communication 52

Flevy

OCTOBER 5, 2023

It suggests a magic strategy or tactic that works for every organization. It refers to the following 5 key phases of business growth: Acquisition Activation Retention Referral Revenue Let’s delve deeper into some of these phases. Customer acquisition demands driving select traffic to a business’ website.

Acquisition 103

Acquisition Investors Digital Transformation Profitability 103

Upland

JANUARY 26, 2023

This is where account-based selling really gets interesting. 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. The seller needs a revenue team.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

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

Hubspot Sales

SEPTEMBER 24, 2018

I’ve been directly involved in selling, managing, and leading salespeople, and providing advisory services to sales organizations. Whether you’re a salesperson, sales executive or other investor or stakeholder in a growing organization, I’m certain I don’t need to tell you the direct and collateral damage done when salespeople aren’t selling.

Logistics 143

Logistics Manufacturing Sales Acquisition 143

The Center for Sales Strategy

OCTOBER 29, 2021

The single biggest way to impact an organization is to focus on leadership development. There is almost no limit to the potential of an organization that recruits good people, raises them up as leaders and continually develops them.".". - MOTIVATION -. John Maxwell. AROUND THE WEB -. >

Communication 112

Communication Acquisition Leadership Organization 112

DemandFarm

MAY 9, 2024

Why should B2B organizations adopt KAM Technology With recent economic headwinds tightening everyone’s purse strings, driving growth from existing customers is in vogue. As acquisition becomes increasingly expensive, cross-sell and up-sell initiatives are the latest poster child(ren) of B2B revenue growth.

B2B 52

B2B Organization Key Account Management Acquisition 52

Hubspot Sales

MAY 1, 2019

Sales metrics are used to monitor the progress and evaluate the success of the sales organization as they carry out the sales objectives. Customer acquisition costs. Reduce customer acquisition costs by 15% this month. Sales objective type: Customer acquisition costs. Types of Sales Objectives. Cycle time. Profit margins.

Acquisition 137

Acquisition Sales Profitability Leadership 137

Flevy

JANUARY 11, 2022

Mergers and Acquisitions (M&A) generally do not produce the outstanding results that they are envisioned and purported to provide. A constant question across all industries, as far as M&As are concerned, pertains to the factors that differentiate organizations with successful histories.

Shareholders 111

Shareholders Acquisition Banking Retail 111

Account Manager Tips

JULY 22, 2022

It’s from 2002 and while the focus is on how managers assess problems (which we’re not going to talk about) there was a great list of issues that sales people face (which we will talk about) I include key account managers that definition of sales people because it is a revenue focused role and these issues impact account growth and retention as much (..)

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Flevy

APRIL 6, 2025

The Brand Essence Wheel is a strategic framework that sharpens how organizations articulate who they are, what they stand for, and how they show up in the market. Why Strategy Is Hard: Defining Essence Any organization can slap together a mission statement. And lets not ignore the brand schizophrenia most organizations suffer from.

Value Proposition 52

Value Proposition Digital Transformation Leadership B2B 52

SuperOffice

JULY 5, 2022

There’s two types of B2B marketing strategies - acquisition and retention. Acquisition marketing refers to the process of targeting and marketing to new audiences to gain new customers. Here’s why acquisition marketing is important: Allows a company to systematically draw in and convert new consumers. ACQUISITION.

B2B 129

B2B Marketing Acquisition Media 129

Hubspot Sales

DECEMBER 12, 2017

Some organizations wait for new clients to submit payment before awarding commission. Other organizations tier their commission rates. It's crucial to choose the right model and know when your organization needs to evolve. Sales teams are often organized by territory and focus on a targeted set of prospects. Self-service.

Sales 144

Sales Acquisition Software Software 144

Hubspot Sales

MARCH 15, 2018

After studying several thousand sales professionals around the world, we found star performers place one attribute above all others when qualifying and prioritizing sales opportunities: They seek out organizations -- or opportunities -- undergoing some sort of change. Recent mergers, acquisitions, or divestments. Why change?

Healthcare 144

Healthcare Financial Services Acquisition Decision-making 144

Hubspot Sales

JUNE 28, 2022

Corporate development is the process of achieving growth for a business through internal restructuring and external opportunities for acquisitions and mergers, investments, and divesting assets. Both can also involve relationships with external organizations, and business dev teams can exist within corporate dev teams.

Acquisition 104

Acquisition Finance Marketing Management 104

Zendesk

MARCH 13, 2024

We’ve seen 99 percent of CX organizations who adopt AI shift permanently to a hybrid human and AI agent approach,” said Reetu Kainulainen, CEO and co-founder of Ultimate. “As This acquisition builds on the launch of Zendesk AI , the fastest-adopted product in the company’s history.

Acquisition 138

Acquisition Customer Experience Business Growth Innovation 138

Flevy

JUNE 17, 2021

Mergers and Acquisitions enable numerous opportunities for growth. Organizations pursue these initiatives for a number of reasons—e.g. This approach is instrumental in helping organizations capitalize on growth opportunities locked in M&A deals. First 100 Days. Post-deal Closure. Growth Opportunities.

Customer Experience 111

Customer Experience Prioritization Acquisition Banking 111

Flevy

NOVEMBER 8, 2022

Organizations turn to different sources of gaining Competitive Advantage and outperforming their rivals. Some Supercompetitors utilize Mergers or Acquisitions to get ahead of the curve. The evaluation enables the organizations to know where they and their competitors stand in the pursuit to become Supercompetitors in future.

Value Proposition 106

Value Proposition Digital Transformation Acquisition Innovation 106

Hubspot Sales

MAY 16, 2022

Estimate your freemium Customer Acquisition Cost (CAC). Customer Acquisition Cost (CAC) — the overall cost associated with selling, marketing to, and ultimately acquiring a new customer — plays into whether your business is equipped to handle a freemium pricing strategy. Ecosystem Freemium Pricing Example — iTunes.

Acquisition 105

Acquisition Insurance Profitability Advertising 105

Hubspot Sales

MARCH 15, 2022

There's a borderline-overwhelming number of options at your disposal — and some of the premier ones might be too pricey for an organization like yours. Customer Acquisition Cost (CAC). All told, startups don't have the resources and experience to bank on smooth sailing — change is a major constant at these organizations.

Sales 122

Sales Acquisition Construction Leadership 122

Hubspot Sales

NOVEMBER 21, 2018

Evaluation: The decision makers in the organization weigh the cost of the product to the results they achieved during the business case. The field sales business model is when you have a full sales organization that closes large enterprise deals. This will be a main source for your organic web traffic. The Channel Model.

Marketing 145

Marketing Advertising Decision-making Brainstorming 145

Hubspot Sales

OCTOBER 17, 2018

Their 2000 acquisition of Kashi allowed Kellogg’s to evolve with the natural and organic food boom -- key to maintaining their popularity as a brand. Acquisitions of companies including iBazar and PayPal, and the 2009 sale of Skype, have helped it maintain market relevancy and dominance. billion on Nook in the last six years.

Food and Beverage 135

Food and Beverage Acquisition e-Learning Manufacturing 135

Hubspot Sales

JUNE 5, 2018

Telling the prospect which organization you represent can be useful; for instance, if the company is well-known, or if you’ve met the buyer before and this detail will help jog their memory. Wrong: " I’ve been thinking about your recent acquisition of Darby Apparel, and … ".

Acquisition 145

Acquisition Onboarding CRM Sales 145

PandaDoc

APRIL 29, 2024

Schedule your demo What to include in a data room index Your data room index should have a clear hierarchy and simplified structure — folder organization will affect how easily partners, team members and investors will locate needed data. The post How to organize your virtual data room with a data room index appeared first on Blog.

Organization 52

Organization Investors e-Learning Shareholders 52

Flevy

DECEMBER 9, 2022

The Capabilities-driven Growth Strategy entails capitalizing on the organization’s current strengths, utilizing all possible ways—e.g., existing or adjacent markets, organic channels ( Marketing or Innovation ), or inorganic methods (Mergers & Acquisitions). Top 100 in Organization & Change.

Supply Chain 114

Supply Chain Value Proposition Digital Transformation Profitability 114

ProlifIQ

MARCH 7, 2025

Also include recent leadership changes, acquisitions, or significant events.” Provide an overview of [Company Name], including their core business, key products/services, target industries, strategic priorities for the next 1-2 years (based on earnings calls/annual reports), major challenges, and growth opportunities.

Account Planning 52

Account Planning Telecommunications Sales Stakeholders 52

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

Zendesk

DECEMBER 15, 2021

Andee will lead the vision for employee experience for a rapidly growing employee base, and charter the teams that will lead Zendesk’s people strategy, including talent acquisition and development, total rewards, global diversity, equity, and inclusion.

Acquisition 98

Acquisition Communication Organization Management 98

Nutshell

JANUARY 30, 2025

A well-organized marketing report typically includes the following key sections. SEO and content analytics Focus on organic search performance, including keyword rankings, backlink profiles, and pages driving the most traffic. Overview of marketing strategy Start with a brief summary of the overarching marketing strategy.

Marketing 83

Marketing Media Decision-making Digitalization 83