OnStrategyHQ

FEBRUARY 19, 2021

How do you prioritize opportunities? An important component of any great agile strategic plan is clearly identifying and prioritizing where you’ll grow. The Fit/Attractiveness Matrix is a tool to help prioritize and eliminate opportunities identified in your SWOT. In a sea of opportunities, how do you create focus?

Prioritization 52

Prioritization Acquisition Organization Marketing 52

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

JUNE 17, 2021

Mergers and Acquisitions enable numerous opportunities for growth. The first step in achieving growth from a Merger or Acquisition deal is to identify and analyze the opportunities essential for growth. Prioritizing opportunities based on their magnitude, viability, and potential for effective execution. Growth Opportunities.

Customer Experience 111

Customer Experience Prioritization Acquisition Banking 111

SBI Growth

APRIL 19, 2013

You need to prioritize which sales problems warrant further investigation. This worksheet helped a company prioritize which sales problems to tackle. It allowed a number of sales problems to be prioritized. This was resulting in insufficient new logo acquisition. Our goal is to be world class in specific areas.

Acquisition 110

Acquisition Prioritization Sales Decision-making 110

NG Data

JULY 30, 2021

In fact, customer acquisition costs (CAC) increased by 60% between 2014 and 2019. As CACs rise, businesses must change the way they view their customers and prioritize long-term relationships.

Acquisition 95

Acquisition Prioritization Marketing Leadership 95

ReviewTrackers

APRIL 20, 2021

Customer Acquisition: Banking Strategies. So, therefore, have the methods and strategies for customer acquisition in banking. Read on as we share cost-effective strategies for customer acquisition in banking. 6 Banking Customer Acquisition Strategies. What does it take to acquire and keep new banking customers?

Banking 49

Banking Acquisition Media Advertising 49

Engage Selling

AUGUST 27, 2015

How to prioritize time and resources for customer acquisition according to potential revenue opportunities. We discussed a variety of “Nonstop Sales Boom” creating practices, and these were the key takeaways: The best way to reposition sales teams for seasonal sales cycles. How […].

Acquisition 79

Acquisition Prioritization Sales Management 79

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

Mike Kunkle

NOVEMBER 21, 2023

Your previous CEO retired during the pandemic and your new CEO and the CRO he brought in, have aspirations to grow through acquisition (M&A) and new business development (which has not been a primary focus for at least 15 years). Insert dramatic pause here] But, what should we do, and how should we prioritize it?

Acquisition 130

Acquisition Sales Decision-making Account Management 130

Flevy

OCTOBER 12, 2023

It necessitates a methodical process of prioritizing, implementing, and documenting ideas as experiments. Prioritize ideas. The process should have well-defined steps from brainstorming ideas to creating hypotheses, executing hypotheses, and prioritizing ideas. Prioritize ideas. Establish objective. Evaluate results.

Brainstorming 102

Brainstorming Prioritization Digital Transformation Acquisition 102

Hubspot Sales

SEPTEMBER 26, 2022

For example, one company may prioritize demographic scoring, while another focuses on interest level. On top of that, 16% can prioritize higher-quality leads. A deep understanding of your buyer persona(s) is critical to your sales outreach, follow up, and really anything related to customer acquisition.

CRM 119

CRM Prioritization Sales Acquisition 119

SBI Growth

SEPTEMBER 23, 2013

The two most important things when building your sales strategy are prioritizing and order. You will choose initiatives this year to prioritize. Improve new logo acquisition by 11%. An Example— The visual is an example of the Sales Strategy Blueprint. There are 4 sections. Which ones? The order of your initiatives is critical.

Sales 130

Sales Prioritization Acquisition Profitability 130

SBI Growth

NOVEMBER 26, 2013

The manufacturer was taking a hit in new logo acquisition. He prioritized and sequenced the initiatives based on defined success factors. Prioritized Success Factors. Key considerations may be time, authority, expertise and, of course, ability to implement. So how do you put together the ownership team? Execution Factors.

Manufacturing 113

Manufacturing Sales Prioritization Acquisition 113

Zendesk

OCTOBER 25, 2023

Prioritize go-to-market-fit From the beginning, Schuck and his team knew the importance of go-to-market-fit, a common thread among our founder guests. Listening to Chorus calls also allows Schuck to make informed decisions on ZoomInfo’s mergers and acquisitions. Since 2015, ZoomInfo has completed 12 M&A transactions.

Prioritization 52

Prioritization Marketing Account Management Innovation 52

Hubspot Sales

AUGUST 8, 2019

Customer acquisition cost (CAC). Here are the SaaS metrics to measure: Customer Acquisition Cost. Cost of customer acquisition (CAC) is the average amount of sales and marketing expenses required to acquire one new customer. Cost Per Acquisition. CPA stands for Cost Per Acquisition. Percentage of leads dropped.

Acquisition 145

Acquisition Sales Media Meetings 145

SalesGlobe

JULY 13, 2022

We’re talking about mergers and acquisitions today. We also know that technology acquisitions is leading the way. We have other acquisitions, mergers that have happened before that. And there’s three different types of synergies that are the focus of the acquisition. I’m not sure. Mark Donnolo.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

Flevy

APRIL 6, 2025

Thats an exercise in ruthless clarity and brutal prioritization. It provides a consistent backbone for growth, acquisitions, or pivots without losing your soul in the process. Why Strategy Is Hard: Defining Essence Any organization can slap together a mission statement. But crafting a real brand essence? Are we emotionally relevant?

Value Proposition 52

Value Proposition Digital Transformation Leadership B2B 52

QYMATIX

NOVEMBER 18, 2024

Depending on their value, you can decide how to invest, prioritize or retain them. This key figure is not easy to calculate as it takes into account various variables such as customer acquisition costs , order values , purchase frequency and customer retention rate. Why is CLV so important?

Profitability 52

Profitability Decision-making Manufacturing Software 52

ProlifIQ

NOVEMBER 7, 2024

By setting clear objectives, sales teams can prioritize their efforts and measure their progress towards achieving desired outcomes. Common KPIs may include revenue targets, customer retention rates, new customer acquisition, market share growth, and customer satisfaction scores.

Account Planning 52

Account Planning Account Management Decision-making CRM 52

ReviewTrackers

APRIL 12, 2019

Customer Acquisition: Banking Strategies. So, therefore, have the methods and strategies for customer acquisition in banking. Read on as we share cost-effective strategies for customer acquisition in banking. 6 Banking Customer Acquisition Strategies. What does it take to acquire and keep new banking customers?

Banking 36

Banking Acquisition Media Advertising 36

SBI Growth

DECEMBER 22, 2013

It will focus on how to sustain results through the acquisition of new capabilities. You can start to prioritize what capabilities you drive in 2014. And revenue is a lagging indicator. You need a leading indicator. This post will discuss a new way sales leaders should measure performance. Why you should measure. Your Next Move.

Acquisition 113

Acquisition Sales Leadership Prioritization Sales Training 113

SBI Growth

SEPTEMBER 5, 2013

The premium being placed on new logo acquisition is at a high. ''A'' Prioritize 1 item from each category for Q4. Companies are investing in growth for 2014. New logo pursuit is front and center for sales leaders. The existing base has been farmed over the past few years. A'' player reps are aware of this. What You Should Do Now.

Sales Environment 120

Sales Environment Decision-making Acquisition Stakeholders 120

Apptivo

JUNE 15, 2021

Apptivo’s unique Ticketing System helps you to prioritize, address and resolve your customer queries right on time. Apptivo’s Leads app optimizes your lead generation, quickly moves leads through the sales funnel and obtains a complete analysis of your customer acquisition cost. Quick Resolution. Improved Sales Pipeline.

CRM 98

CRM Sales Decision-making Software 98

DemandFarm

OCTOBER 23, 2024

Customer Acquisition Cost (CAC): Calculate the cost of acquiring new enterprise clients and compare it to the lifetime value (LTV) of the client. Actionable Tips for Key Account Managers Focus on High-Value Opportunities: Prioritize enterprise clients that offer significant revenue potential.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

SBI Growth

MARCH 22, 2023

Previously, SBI Research reported that one of four tensions facing CEOs this year is Prioritizing customer acquisition, but deprioritizing Marketing spend. Our position remains that while attribution can be obscure, CEOs should resist the temptation to reduce marketing expenses.

Marketing 12

Marketing Acquisition Prioritization 12

PartnerTap

JUNE 23, 2021

Many acquisitions fail to generate the expected revenue growth because they can’t operationalize a joint sales motion. Whether your company has acquired three companies, or 300 companies, you know how hard it is to get sales teams working and selling together.

Procurement 85

Procurement Acquisition Sales CRM 85

Mike Kunkle

MAY 11, 2022

Mergers, acquisitions, business unit closures, or strategic divestitures have changed your core business. Customer Acquisition Costs (CAC) are high or climbing. Prioritize by weighing the possible impacts of the gaps compared to the positive outcomes of closing them, which will allow you to build a business case.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Insightly

APRIL 29, 2022

Lower your customer acquisition cost. With a CRM, you can get more return from every dollar spent on marketing to new customers to lower your average customer acquisition cost (CAC). Or, you could keep track of how long someone has been a customer and send them rewards when they reach key milestones to improve stickiness.

CRM 98

CRM Acquisition Software Software 98

Hubspot Sales

AUGUST 25, 2018

Prioritize culture and management training. Here's an example highlighting the difference between results and behaviors: Desired result : New customer acquisition. The key distinction to keep in mind is that results (lagging indicators) should be monitored, while behaviors (leading indicators) should be monitored and managed," he says.

Sales 111

Sales Acquisition Account Planning Sales Management 111

DemandFarm

NOVEMBER 27, 2024

Key applications include: Whitespace Identification and Creation: AI analyzes customer behaviors to rank leads by conversion likelihood, allowing KAMs to prioritize high-potential leads. AI-Powered Tools in RevOps Integrating artificial intelligence into RevOps can automate repetitive tasks, predict customer behavior, and uncover insights.

Artificial Intelligence 40

Artificial Intelligence Key Account Management Decision-making Account Growth 40

Openview

MARCH 16, 2018

You don’t know your top segments, and if you do you’re not prioritizing them. But, to make outbound work, you need to get hyper-focused and be relentless in prioritizing your efforts. LinkedIn is one example of a company that has a done a phenomenal job of defining, prioritizing and addressing clear segments.

Investors 89

Investors Prioritization Sales Decision-making 89

Hubspot Sales

JULY 27, 2020

Because HubSpot follows a freemium customer acquisition model , newer reps need practice distinguishing between who can be served through our free offerings, and who would benefit from our paid offerings. I am now a more organized leader and prioritize documentation and information sharing for my team more than I did in the past.

Small Business 134

Small Business Remote Working Sales Acquisition 134

Zendesk

SEPTEMBER 3, 2021

Done well, customer service can boost market share, customer spend, and even customer acquisition. It’s important to show agents they’re a valued part of the team by prioritizing their needs and well-being not just one week of the year, but also on an ongoing basis. The impacts of customer service go far beyond customer satisfaction.

Remote Working 94

Remote Working Brainstorming Insurance Acquisition 94

Arpedio

MARCH 13, 2024

Product-led sales is a strategy where the product itself serves as the primary driver of customer acquisition, conversion, and retention. PLG focuses on leveraging the product as a primary driver of customer acquisition, retention, and expansion, with the goal of fostering organic growth through positive user experiences and viral adoption.

Acquisition 52

Acquisition Onboarding Prioritization Sales 52

Red Star Kim

SEPTEMBER 6, 2022

The options for fixes covers a variety of areas such as upskilling, leadership communication, consistency and commitment, culture, respect, prioritization and organizational structure. Chapter 8 is on “applying the model and making it work for the long term” with a focus on teams, mergers and acquisitions and growth.

Communication 130

Communication Facilitation Leadership Remote Working 130

Apptivo

FEBRUARY 20, 2023

For example, if a C-level representative in B2B contacts you via your website’s contact form, this can be considered a bottom-funnel lead – your sales team can contact the individual directly and begin the account acquisition process.

Management 103

Management Sales Software Software 103

SBI

JUNE 5, 2018

I don’t see a major consolidation happening any time soon despite recent acquisitions like Seismic’s acquisition of SAVO (and before that, SAVO’s acquisition of KnowledgeTree) or SAP’s acquisition of CallidusCloud , and the acquisitions of ClearSlide , LearnCore , and more.

Acquisition 51

Acquisition Publishing Sales Technology Prioritization 51