SBI Growth

JULY 25, 2020

With the shift towards retention being the new growth, companies have increasingly seen the incremental value that Customer Success brings. If you are still assessing the benefits of a CS function in today’s world, you will fall behind your peers.

Customer Success 122

Customer Success Software Software Customer Experience 122

Hubspot Sales

JUNE 23, 2020

While it can be a shift for those used to relying on in-person events and experiences, we have more opportunities than ever to connect with customers in creative ways. The B2B decision-maker pulse survey found that digitally-enabled sales interactions are currently twice as important as traditional sales conversations.

B2B 132

B2B Digital Transformation Virtual Selling Digitalization 132

Zendesk

NOVEMBER 1, 2021

How are customer success and customer experience different? Though they’re both customer-centric roles, customer success and customer experience teams perform distinct functions. What is the difference between customer success and customer experience? Customer success teams.

Customer Experience 98

Customer Experience Customer Success Onboarding CRM 98

Upland

APRIL 5, 2023

Those sellers are quickly seeing the rug pulled out from under their feet as buyers are looking for the human touch to help guide them through big B2B purchases. This means that instead of different departments working in disparate silos, every function is part of a greater whole aimed at generating mutual success. That depends.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195

Strategic Account Management Association

FEBRUARY 3, 2022

Tim Zierden, VP of Enterprise Dealer Partnerships at Cox Automotive, recently articulated to me the importance of leaning on Cox’s customer success team to uncover key insights. They’re critical,” he said. They’re our feet on the street.”. If the answer, on the other hand, is yes–well, it’s full speed ahead. Sharing insights.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Zendesk

AUGUST 24, 2021

It’s a common myth that B2B companies aren’t as focused on customer service as their B2C counterparts. According to an Accenture report , over 90 percent of B2B leaders believe that providing a great customer experience is the key to reaching their company’s goals. How B2B and B2C customer service differs.

B2B 98

B2B B2C Finance Communication 98

Upland

NOVEMBER 28, 2021

Struggling to get quality references is an all-too-common problem for B2B sellers. Many organizations don’t have formal customer reference or advocacy programs at all. Sellers repeatedly ask the same internal customer success and subject matter expert contacts for help sourcing sales references. What’s the risk?

B2B 195

B2B Prioritization Customer Success Organization 195

SBI Growth

MARCH 19, 2020

In the short history of Customer Success, we have not seen a crisis of this magnitude. CoVid-19 is creating an unprecedented situation. Even those of us that are tenured, and have the gray hair to prove it, don’t have another.

Customer Success 108

Customer Success Marketing Organization B2B 108

SBI Growth

SEPTEMBER 29, 2021

With executives facing the same challenges and experiences, and in this unique time, on a level playing field. Clarity is needed for the C-Suite in terms of Marketing. Many CEOs have placed digital investments on the back burner and now.

B2B 133

B2B Digitalization Marketing Meetings 133

Upland

OCTOBER 8, 2021

The reality of closing B2B enterprise deals is that prospects want—and expect—to talk with customer references. Putting customers who can validate that you’ve been there and done that on the phone with prospects is critical validation that you will live up to your promises and deliver results.

B2B 195

B2B Sales Leadership Organization Customer Success 195

SBI Growth

JANUARY 28, 2020

We have launched and transformed several Customer Success teams. Typically, for new teams, the focus should be on onboarding, value messaging, and renewals. To effectively execute on this, we develop the talent profiles, build playbooks for the team, and design.

Customer Success 87

Customer Success Onboarding Management Account Management 87

SBI Growth

MARCH 17, 2021

Customer Success (CS) teams originated in the mid-1990s in response to the sky-high failure rate of large-scale Customer Relationship Management (CRM) implementations. Often having spent millions of dollars and several months implementing CRM software to manage customer contacts and interactions,

Customer Success 83

Customer Success CRM Software Software 83

SBI Growth

DECEMBER 29, 2018

Dave Moore is the SVP of Sales for Businessolver a leading provider of benefits administration, technology, and services. In a phrase, they help organizations manage their healthcare spend as it relates to employee benefits. Tune in to hear more from Dave on the.

Customer Success 95

Customer Success Healthcare Organization Management 95

Upland

JANUARY 26, 2023

Today, the horizon of B2B selling looks different than it did even just a few years ago. As sellers head into a future that feels uncertain , they can at least rest in this certainty – the human seller is as important as ever in complex, B2B sales. Large B2B sales deals are not done one-on-one.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

Arpedio

AUGUST 31, 2023

careers Are you ARPEDIO’s new Student in Customer Success? Back to careers Are you an aspiring future Customer Success Manager and have a passion for sales? What we are looking for We are looking for our next favorite colleague in the position of a Customer Success student assistant.

Customer Success 52

Customer Success B2B Account Management Innovation 52

SBI Growth

APRIL 11, 2020

As a Customer. For weeks now, businesses have been impacted by COVID-19. While it has been difficult to predict the severity of the pandemic, the one thing that has been unwavering is people’s innate desire to connect with one another.

Customer Success 115

Customer Success Customer Experience Communication B2B 115

Upland

NOVEMBER 28, 2021

Typically, these programs are powered by a robust software solution designed to meet all stakeholders’ reference needs—from Marketing and Customer Success to frontline sellers and everyone in between—and require at least one dedicated Advocacy Manager to keep everything running smoothly. Making targeted, on-demand references a reality.

Sales 195

Sales B2B Software Software 195

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

DECEMBER 6, 2021

This is especially true for sellers with a wide portfolio of complex enterprise customers and B2B opportunities to look after. Following a self-service installation guide, most Altify customers are up and running with a Google Docs integration in a day or two. Get the most from account and opportunity planning with Google Docs.

Account Planning 195

Account Planning Account Management Organization Customer Success 195

Upland

JULY 10, 2023

Elevate team collaboration and build customer intimacy directly within Salesforce. Altify Insights rewrites the rules on what best-in-class looks like in B2B sales solutions.

Decision-making 195

Decision-making B2B Account Planning Software 195

SBI Growth

AUGUST 15, 2019

One of the most significant mistakes B2B companies can make is not utilizing third-parties to help manage their customer experience platforms. An expert in the customer success industry joins us to discuss the benefit of having a third-party perspective. In this.

Customer Experience 78

Customer Experience B2B Customer Success Management 78

Brooks Group

OCTOBER 14, 2024

By thoroughly understanding the customer’s situation, sales professionals can offer more relevant and effective solutions. This increases the likelihood of customer success and satisfaction. Value Articulation Craft compelling value propositions tailored to each customer. Practice turning objections into opportunities.

Emotional Intelligence 70

Emotional Intelligence Negotiation Sales Training Construction 70

Customer Think

SEPTEMBER 28, 2023

Five years ago, marketing teams could get away with creating content, promotions, and campaigns without having any touch points or interactions with their customers. The old ways of marketing are coming to an end. Did this always work? No, but (most) marketing teams were able to skirt by on the assumptions they had about their […]

Marketing 58

Marketing Customer Success B2B Digitalization 58

Upland

MARCH 29, 2023

At the same time, current trends point to the growing importance of effective relationship management in B2B buying journeys. This is what will form the foundation of trust in their new role as a “Trusted Advisor.” Relationship management and whitespace Modern, complex B2B sales motions are anything but transactional.

CRM 195

CRM Management Stakeholders Decision-making 195

Upland

JUNE 7, 2023

In fact, I’ve seen several successful B2B organization incorporate multiple sales methodologies into their sales process. Some form of lead management process is integrated with the sales process at the beginning (prospecting, for example).

Sales 195

Sales Negotiation Decision-making CRM 195

Upland

JULY 9, 2020

That same advice is just as timely today for B2B sales and marketing leaders facing significant headwinds with COVID-19 and a very conservative spending climate. In order to get back to growth, sales leaders must focus on existing customers. It’s a challenging market.

Account Management 195

Account Management Management Account Planning Digitalization 195

SBI Growth

MARCH 27, 2020

It costs seven times more to attract new customers than it does to retain existing ones. Research also shows that a 5% increase in customer retention can generate up to 125% in profits. Given the current economic conditions, customer retention is.

Customer Success 103

Customer Success Profitability Customer Experience B2B 103

Revegy

JULY 12, 2022

In a mediocre world of B2B, every department works in a silo attempting to reach their own group goals. Sales is trying to close more deals, marketing is trying to create more leads, and customer success is trying to ensure retention. Sometimes there might be a little crossover, but generally, these three teams do not […].

Customer Success 52

Customer Success Marketing B2B Sales 52

Hubspot Sales

MARCH 21, 2025

In the B2B space, partner organizations may offer additional software solutions that extend your platform. They may also provide services that help customers get the most out of your product. Additional partner services and integrations allow B2B companies to expand their offerings. B2B companies see improved customer retention.

Co-Creation 59

Co-Creation B2B Software Software 59

SBI Growth

JANUARY 30, 2020

It was only 20 years ago that Salesforce introduced the revolutionary idea to help companies use cloud-based applications for customer relations management. Remember when a cloud was only a fluffy thing in the sky? The applications would be run over.

Customer Success 106

Customer Success Management Key Account Management Account Management 106

Arpedio

JANUARY 30, 2025

For example, imagine a B2B software company that sells enterprise security solutions. Why Account-Based Everything is Changing Sales ABE is a game changer because it breaks down silos between sales, marketing, and customer success , aligning them around the same high-value accounts.

Stakeholders 52

Stakeholders CRM Customer Success Account Management 52

Hubspot Sales

AUGUST 26, 2020

In B2B sales, that means boosting conversion rates and landing more lucrative clients. Customer Success. Then, once a client gets landed, your customer success team gets to work to deliver an equally unique onboarding experience. That brings us neatly onto customer data platforms (CDPs). Image Source.

Stakeholders 138

Stakeholders B2B Decision-making Sales Environment 138

Hubspot Sales

SEPTEMBER 17, 2024

Instead, the immediate goal is to establish a robust sales enablement process that will eliminate the gap — or chasm, really — between initial touch points and closed deals and ultimately set the stage for sales success. Table of Contents What Is B2B Sales Enablement? How to Develop a B2B Sales Enablement Strategy 1.

B2B 59

B2B Sales Onboarding Decision-making 59

Brooks Group

APRIL 25, 2024

Your customer success team can be your best ally. When you have satisfied customers, they’re likely to buy from you again, refer you to others, and, over time, spend more. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Upland

SEPTEMBER 29, 2023

Stakeholder Mapping is Important Because of Buying Groups Selling must be complicated because modern B2B sales are complicated. Activate the revenue team: use the information from your stakeholder map to begin building relationships with key stakeholders. That’s largely due to expanding buying groups.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

SBI Growth

APRIL 1, 2020

You are staring into the abyss. Fear, uncertainty, and doubt about your marketing strategy occupy your mind. And while you need to remain agile as the crisis unfolds to determine how to best pivot, there is a very important measure.

Customer Success 89

Customer Success Marketing B2B Management 89

SBI Growth

NOVEMBER 24, 2020

Customer Success has become the focus of many organizations and answers questions such as “how do I retain my customer?” ” And “how do I grow within my current customer base?” ” To ensure your organization is focused on the right CS.

Customer Success 146

Customer Success Organization Onboarding Customer Experience 146