Upland

JULY 9, 2020

In order to get back to growth, sales leaders must focus on existing customers. But the truth is that most organizations’ sales and marketing approach just isn’t aligned to customer reality. Customers get frustrated because the experiences they’re having and the content they’re being delivered misses the mark.

Account Management 195

Account Management Management Account Planning Digitalization 195

Sales Readiness Group

MARCH 28, 2023

In today's highly competitive marketplace, businesses can’t afford to take customer loyalty for granted. Every sales organization must prioritize customer success skills to build stronger relationships, differentiate themselves from the competition, and help retain clients for the long term.

Customer Success 126

Customer Success Prioritization Organization Sales 126

Outbound Engine

JULY 26, 2020

There’s a lot to be said for staying organized. With that in mind, our super organized customer success team gathered a list of their favorite apps to keep you organized. Evernote is a comprehensive, yet easy to learn documentation management system that works on all devices. Meet IFTTT.

Organization 110

Organization Internet Small Business Meetings 110

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 304

Customer Experience Profitability Decision-making Marketing 304

SalesPop

MARCH 20, 2022

In this Expert Insight Interview, Brent Keltner discusses how to transition elegantly from sales to customer success and develop that as a continuum. This Expert Insight Interview discusses: How customer success has changed in the subscription-based economy. Customer Success. Aligning Your Goals.

Customer Success 98

Customer Success Sales Account Management CRM 98

Help Scout

SEPTEMBER 21, 2021

The first named customer success group was created in 1996. While the original driver for the role was to grow relationships and increase revenue, the customer success specialist job description has changed quite a bit since then. Learn from those examples, and apply the elements that fit for your team and situation.

Customer Success 104

Customer Success Onboarding Decision-making Customer Experience 104

Zendesk

APRIL 1, 2022

The band members face the audience, delivering an experience that creates loyal fans—similar to how your customer success managers (CSMs) work with your customers one-on-one. Customer success operations (CS Ops) is the behind-the-scenes crew that helps customer success managers excel at their jobs.

Customer Success 97

Customer Success Logistics Onboarding CRM 97

Zendesk

JUNE 30, 2022

Customer success is key to business success, especially for startups that depend on retention for meeting revenue goals. For startups with a well-oiled customer success team, the opportunities for growth are immense. What is a customer success team? When to start your customer success team.

Customer Success 97

Customer Success Interpersonal Skills Leadership Investors 97

Apptivo

MAY 8, 2021

Customer Success teams are what everyone is talking about nowadays. And it is because Customer Success is directly related to customer loyalty and experience. Even though customer success is crucial, many companies still do not understand its importance. What is Customer Success?

Customer Success 95

Customer Success Onboarding Customer Experience Management 95

Nutshell

JUNE 2, 2019

When Nutshell’s last Customer Success effort fizzled out (more on that in a bit), I was fairly new to the CX team at Nutshell. Coming from a sales management and real estate background, I understood our customers’ hustle. The wrong approach to onboarding. What were those missteps? Nutshell sells subscriptions.

Customer Success 108

Customer Success Onboarding CRM Organization 108

SBI Growth

OCTOBER 31, 2024

In this podcast episode hosted by Mike Hoffman, Nick Mehta, CEO of Gainsight, the two discussed Customer Success Management and the implications of involving AI. In many cases, organizations have the reached the point of requiring a reevaluation of their current go-to-market (GTM) strategies due to lack of productivity.

Customer Success 62

Customer Success Management Organization Marketing 62

Force Management

MAY 30, 2024

Customer Success (CS) is a critical component of a successful customer engagement process. Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale.

Customer Success 88

Customer Success Leadership B2B Organization 88

Insightly

MAY 13, 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 93

Customer Success Marketing Acquisition CRM 93

Upland

DECEMBER 6, 2021

Let’s dig into how combining Altify with Google Docs can deliver lasting value for the salespeople in your organization. The integration adds a custom “Google Docs” tile to Opportunity Manager’s launchpad or a custom “Google Docs” tab to Account Manager and automatically creates a shared Google Doc for each opportunity and account plan.

Account Planning 195

Account Planning Account Management Organization Customer Success 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

Upland

OCTOBER 8, 2021

The reality of closing B2B enterprise deals is that prospects want—and expect—to talk with customer references. Few organizations are willing to believe you have done it before just because you say so. And the bigger the organization, the bigger the sales reference problem. Proactively bringing references into the sales process.

B2B 195

B2B Sales Leadership Organization Customer Success 195

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

Account Manager Tips

JULY 27, 2020

Which means as an account manager, you’ve got to rely on instincts (and maybe a little prayer). You can’t run an account management team like that, let alone a business. And you’ve got to put those systems in place for information, planning, and control to deliver a consistent account management experience for your clients.

Account Management 130

Account Management Business Growth Management Account Planning 130

Account Manager Tips

SEPTEMBER 7, 2022

More and more companies expect their key account managers to be thought leaders. Why key account managers need a personal brand I've been collecting job descriptions for years. I was a little startled to find key account managers are now expected to be thought leaders. Director of Strategic Customer Success, Tableau Software.

Key Account Management 130

Key Account Management Account Management Management Media 130

Hubspot Sales

JANUARY 4, 2021

Risk management in sales feels less like second nature and more like a second thought. Here are some of the best ways to understand and create better risk management for your sales team. Risk Management Best Practices for Sales Teams. Be proactive about performance management. Why not in sales? Is that your team?

Management 132

Management Sales Decision-making Profitability 132

Upland

DECEMBER 14, 2021

In leading organizations, Slack is often the go-to tool for collaboration, and Salesforce is the book of record for everything customer relationship-related. Slack integration is included for Altify Account Manager and Opportunity Manager customers. Work together on Altify account and opportunity plans with Slack.

Account Planning 195

Account Planning Account Management Publishing Organization 195

Hubspot Sales

MARCH 3, 2020

Answering these questions involves seamless coordination between both your own company and your prospect’s organization. While our opportunities are organized into a nice and easy set of stages, we all know deals are rarely that easy. What Do Project Managers Do? Project managers and salespeople are both working against time.

Management 115

Management Stakeholders Onboarding Decision-making 115

SalesPop

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. This is also true of account management. If we didn’t need sales or account management skills, people would simply buy products or services—which they obviously don’t. Technology is primarily about product development, not distribution.

Account Management 98

Account Management Management B2B Advertising 98

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account Management 97

Account Management Management Client Relationships Business Growth 97

Miller Heiman Group

APRIL 2, 2019

Managing a strategic account is a complicated balancing act. But to achieve long-term success with a strategic account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your customer achieve their long-term goals. Field of Play.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Zendesk

MARCH 31, 2021

When used well, a strong customer feedback loop can: Improve products or services. Improve internal processes that impact the customer experience. Help build stronger connections with customers. Types of customer feedback. Customer service feedback. Sales or customer success feedback. CSAT score.

Organization 95

Organization Media Decision-making e-Learning 95

Upland

NOVEMBER 28, 2021

Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. A well-oiled, traditional customer reference or advocacy program can be an organization’s strongest asset, but launching, revamping, or expanding a traditional program isn’t right for every organization.

Sales 195

Sales B2B Software Software 195

DemandFarm

AUGUST 31, 2023

In the business world, customer success management is no longer an afterthought; it’s a necessity. Consensus across research confirms: retaining existing customers costs 5 to 25 times less than acquiring new ones. Success lies in a tailored, strategic approach to customer success management.

Key Account Management 52

Key Account Management Account Management Customer Success Management 52

Arpedio

DECEMBER 19, 2023

The vital role of Customer Success in Account Management Explore ARPEDIO's Account Management Software ← Back to blog In recent times, companies have come to realize the significance of aligning their customer success and account management strategies. Let’s dive in!

Account Management 52

Account Management Customer Success Management Artificial Intelligence 52

Mike Kunkle

AUGUST 8, 2023

7 Common Barriers to Sales Transformation Barrier 1: Siloed Mindsets and Departments One of the most persistent challenges in many organizations is the presence of siloed mindsets and departments. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost.

Sales 221

Sales Prioritization Innovation Sales Training 221

Upland

JUNE 7, 2023

An organization can make a considerable investment in a methodology, only to discover that it was not effective because there was no sales process to support it. Many enterprise organizations create their own sales process(es) with their specific sales stages, and they incorporate elements from one or multiple sales methodologies into it.

Sales 195

Sales Negotiation Decision-making CRM 195

Upland

NOVEMBER 28, 2021

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. It doesn’t even require launching—or relaunching—a full Customer Reference or Customer Advocacy program.

B2B 195

B2B Prioritization Customer Success Organization 195

Upland

JULY 3, 2023

By leveraging the power of ChatGPT alongside established sales platforms like Altify, however, organizations can unlock new opportunities to drive revenue growth and build stronger customer relationships. How can sellers and customer service use ChatGPT with Altify? Having a discovery call with a customer?

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

Account Manager Tips

SEPTEMBER 28, 2022

You reveal too much of what is going on behind the scenes in your organization. Knowing how to use a CRM is an essential competency for sales, key account management, customer success and many more. Your relationship with your favorite clients becomes increasingly informal and you both b h and gossip. Trailblazer Profile.

Key Account Management 130

Key Account Management Account Management Management Publishing 130

Outbound Engine

AUGUST 1, 2020

It’s no wonder time management tips are so commonly sought out by busy small business owners. Test out these time management tips and “work” your way to a more productive week. For some small business owners, this means hiring a part-time assistant to help manage the schedule or answer emails. Stay Organized.

Small Business 113

Small Business Management Marketing Media 113

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

SalesPop

MAY 21, 2021

Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Back End Administration. User Roles, Units and APIs.

Account Management 98

Account Management CRM Management Account Planning 98