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

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. This unified effort propels businesses to new heights of success. It builds on the framework and systems that are already proven-effective in The Building Blocks of Sales Enablement.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Upland

NOVEMBER 28, 2021

Get more sales references without launching a traditional reference program. Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. Why are targeted sales reference important? A pragmatic approach to sales references. New software?

Sales 195

Sales B2B Software Software 195

Customer Think

AUGUST 12, 2021

Historically Software-as-a-Service (SasS) companies were led by the sales function. But today, successful SaaS companies are truly built out to be customer-led. The COVID-19 pandemic has accelerated this change in cultural philosophy, and ultimately both the customer and the organization reap the benefits.

Customer Success 140

Customer Success Software Software Organization 140

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. This is a definite growth killer.

Sales 221

Sales Prioritization Innovation Sales Training 221

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

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

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

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

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. Even worse, we were losing over half of new customers at 12 months. What were those missteps?

Customer Success 108

Customer Success Onboarding CRM Organization 108

Upland

MARCH 13, 2023

Sales forecasting is equal parts art and science, right? The ‘art’ aspect of sales forecasting doesn’t need to be an educated guest. What is a Sales Forecast? Is Sales Forecasting Outdated? Some claim that sales forecasting is outdated. However, sales forecasting is still relevant today.

Prioritization 195

Prioritization Account Planning Sales Decision-making 195

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

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

Insightly

MAY 13, 2021

Start by working closely with your customer success team. Why you should align customer success with marketing. We talk quite a bit about marketing and sales team alignment. Marketing efforts should be in-step with the sales cycle. Yet, we rarely talk about what happens after the sale is closed.

Customer Success 93

Customer Success Marketing Acquisition CRM 93

Upland

SEPTEMBER 29, 2023

Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. Stakeholder Mapping is Important Because of Buying Groups Selling must be complicated because modern B2B sales are complicated. What are their motivations? Business has evolved.

Stakeholders 195

Stakeholders Sales Decision-making Internet 195

Upland

JANUARY 29, 2024

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Upland

OCTOBER 8, 2021

The reality of closing B2B enterprise deals is that prospects want—and expect—to talk with customer references. For even the best and most well-known brands, no reference means no sale. Few organizations are willing to believe you have done it before just because you say so. The sales reference gray market.

B2B 195

B2B Sales Leadership Organization Customer Success 195

Hubspot Sales

JULY 5, 2021

An organization's success is the sum of all its departments' efforts. The best sales org can only take a business so far if its marketing, customer service, or customer success is lackluster — and vice versa. Isolation between departments can be easy to fall into and have big-time implications on sales.

Facilitation 128

Facilitation Sales Leadership Customer Success 128

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. In fact, Altify Max is available today as an Augmented Intelligence Platform for sales. What is ChatGPT?

Facilitation 195

Facilitation Customer Success Innovation Customer Experience 195

Upland

AUGUST 25, 2023

After all, it takes an entire team to win a deal in today’s complex sales landscape. Influence can be understood in regard to these three tiers: The Inner Circle – Those who wield their rank and influence adeptly to control what happens in their organization. Others look to them to define direction and dispense advice.

Stakeholders 195

Stakeholders Decision-making Sales Leadership 195

Hubspot Sales

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. B2B Sales Tools. Why use B2B sales tools? 16 B2B Sales Tools.

B2B 143

B2B Sales CRM Banking 143

Upland

NOVEMBER 28, 2021

But the first step to a better sales reference future is acknowledging that the old way is broken. Getting relevant sales references on tight deadlines isn’t easy. Many organizations don’t have formal customer reference or advocacy programs at all. Back Pocket Sales References. What are they? Reference Trading.

B2B 195

B2B Prioritization Customer Success Organization 195

Upland

APRIL 5, 2023

Relationship management has never been more important in sales, and it takes a revenue team to build vital relationships with the people that matter. What is a Revenue Operations Team? This means that instead of different departments working in disparate silos, every function is part of a greater whole aimed at generating mutual success.

Account Planning 195

Account Planning Customer Success B2B Decision-making 195

Hubspot Sales

OCTOBER 12, 2020

Most sales reps work independently. The sales pod format challenges that convention. It's a team structure that binds a handful of reps — operating at different levels within a sales organization — to collaborate, work, and be evaluated as a cohesive unit. Sales Development Representatives.

Sales 119

Sales Onboarding Organization Customer Success 119

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. This isn’t just a sales problem—it’s a marketing and go-to-market problem.

Account Management 195

Account Management Management Account Planning Digitalization 195

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. This guide will teach you the basics of SaaS sales. What is SaaS Sales? SaaS Sales Salary. SaaS Sales Commission. SaaS Sales Cycle. SaaS Sales Models.

Sales 144

Sales Acquisition Software Software 144

Customer Think

FEBRUARY 3, 2023

One of the most critical points in a successful customer relationship is the handoff and onboarding process between sales and customer success (CS). Many organizations don’t think enough about this transition, and as a result, the customer begins the relationship with a poor first impression.

Onboarding 64

Onboarding Customer Success Sales Organization 64

Zendesk

MARCH 31, 2021

Types of customer feedback. Customer service feedback. Sales or customer success feedback. Customer feedback can be qualitative , such as a written online review or information a customer shares with an agent or a sales representative about their experience. Sales or customer success feedback.

Organization 95

Organization Media Decision-making e-Learning 95

Showpad

JULY 7, 2020

In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . The essence is: Even if organizations achieved or grew their top level numbers, how these numbers were achieved did not improve. .

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

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

Hubspot Sales

NOVEMBER 15, 2017

Closing a Sales Presentation. If you want your prospect to buy at the end of your sales pitch, you need a powerful close. But most sales presentations end with a whimper, rather than a bang. 7 Ways to End a Sales Pitch. HubSpot sales reps use this question: “What would stop you from moving forward?”. Tell a story.

Sales 145

Sales Decision-making Communication CRM 145

Hubspot Sales

NOVEMBER 2, 2020

This year, many brands were forced to drastically change sales tactics during the COVID-19 pandemic and the economic uncertainty that came with it. While some companies saw sales pipelines slow down dramatically , others saw them speed up to the point where it was challenging to keep up. Focus on the right sales metrics.

Sales Analytics 136

Sales Analytics Sales Decision-making Emotional Intelligence 136

Insightly

JULY 23, 2023

Customer success (CS) is a commonly-used phrase in business today, often confused with customer experience and customer service. Customer service is responding to customer needs and concerns via various communications channels such as phone, chat, email, and forums. This can also be called customer support.

Customer Success 52

Customer Success Customer Experience B2B Onboarding 52

Hubspot Sales

JANUARY 4, 2021

Why not in sales? Risk management in sales feels less like second nature and more like a second thought. What is sales risk? Sales risk is the uncertainty that can occur in the sales process due to issues with consumers or processes, sales failures, or product instability. Create a checklist for every sale.

Management 132

Management Sales Decision-making Profitability 132

Hubspot Sales

JUNE 8, 2020

As a sales leader, you've probably wondered what impacts your prospects and potential customers. By creating and equipping your sales team with sales collateral content and materials. Not only does this enrich your prospect’s experience with your company, but it makes your sales reps’ jobs easier. It’s a win-win.

e-Learning 124

e-Learning Sales Decision-making B2B 124

Upland

MARCH 29, 2023

Relationship management in sales is all about delivering value and understanding the people and problems at play within accounts – both from prospective and current customers – in order to help solve their greatest challenges. In fact, according to Forrester, in-person, face-to-face sales are back on the rise.

CRM 195

CRM Management Stakeholders Decision-making 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. It doesn’t show you which members of the organization support your solution or are against you.

Decision-making 195

Decision-making B2B Account Planning Software 195