The Center for Sales Strategy

NOVEMBER 28, 2018

More customers. Keeping customers longer. More revenue per customer. Most businesses say they are focused on these in the order of the list: adding more customers, than keeping them longer, and finally getting more revenue per customer. Which of the following will generate the highest return?

Customer Value 78

Customer Value Account Growth Management Sales 78

Strategic Account Management Association

JULY 13, 2021

Understanding strategic account management is essential for the members of a COE who need to appreciate that it is a business model, not a sales model, and requires change management. A COE can bring expertise for more customer value and differentiation. Your customer will remember that you care about their success.

Account Management 591

Account Management Innovation Co-Creation Organization 591

SBI Growth

MARCH 22, 2013

This post is about developing Sales Leadership. In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. Sales Leadership.

Sales Leadership 124

Sales Leadership Leadership Sales Sales Management 124

Customer Think

JULY 11, 2021

While customers love sales and finding a good deal, 86% of buyers are willing to pay more for a great customer experience. Understanding where customers place value is key to being able to design products and services that will meet their needs and stand out in the marketplace.

Value Proposition 81

Value Proposition Customer Value Customer Experience Meetings 81

Hubspot Sales

JANUARY 14, 2021

In fact, in the RAIN Group Center for Sales Research’s study, Top Performance in Sales Prospecting , we found significant differences in how top performers generate conversations and the quality of those conversations compared to everyone else. Are more likely to meet or exceed their sales goals. more conversations with buyers.

Sales 140

Sales Decision-making Meetings Account Management 140

Showpad

DECEMBER 31, 2019

Customer value management leverages the best of three dimensions: dynamic value management, real data from use cases and customer projects, and state-of-the-art technology. . The first dimension is dynamic value management. Yes and no. In general, it shouldn’t be new. The second dimension is about leveraging data.

Value Proposition 119

Value Proposition Sales Customer Value Sales Management 119

Engage Selling

JUNE 30, 2014

Despite the effort and investment to attract a new client, it only takes a minor error to completely destroy the customers experience and erase and positive impressions they might have had. […].

Customer Value 48

Customer Value Manufacturing Customer Experience Sales 48

Holden Advisors

JANUARY 25, 2022

Your sales teams are increasingly citing competitive pressure as an inhibitor to closing deals, and even though your product continues to deliver value, your comfortable lead on the market is slipping. Alternatively, if the competitors’ products offer similar value, innovating to add high value options allows for differentiation.

Marketing 195

Marketing Customer Value Profitability Innovation 195

SBI Growth

NOVEMBER 27, 2018

A Platform elevates your offerings from merely functionally adequate to a driver of an emotional bond with your customers. To get there, you must set the standard across four key facets of your organization: Product Management Operations Human Resources Customer Success and Customer Experience.

Organization 81

Organization Customer Value Customer Experience Customer Success 81

SBI Growth

NOVEMBER 24, 2012

The purpose of every incentive compensation plan is to influence the actions of sales reps. But an internally-focused plan can encourage behavior that works against the customer. Sales incentives can be like square pegs. They don’t fit the round holes that are the customer's reasons for the purchase. This destroys trust.

Sales 107

Sales Decision-making Customer Value Value Selling 107

Holden Advisors

DECEMBER 6, 2021

Is it concentrated in a given geographic region or business unit, and is it coming from a specific sales discount category or channel? Transaction level or sales data analysis is a gold standard that we conduct with almost every customer. Accordingly, how hard should we work to capture it? Where is it coming from?

Negotiation 221

Negotiation Manufacturing Profitability Finance 221

Luminas Strategy

MARCH 17, 2025

Building a Mutual Value Engine Imagine a scenario where your innovation pipeline is driven by your customers strategic imperatives. Where your sales team acts as a trusted partner and advisor, empowering customers to make informed decisions that drive their success. Embed your teams within your customers operations.

Organization 81

Organization Co-Creation Innovation Decision-making 81

Luminas Strategy

JANUARY 15, 2024

At Luminas Strategy, we believe that in order for strategic planning effective it is critical to take an outside-in approach, to gather input from customers on how they perceive you create differential value vs. your competitors. How is the value you bring different from customers’ next best alternatives?

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? If the answer is “Yes,” chances are you understand your customers want partners, not vendors. The most effective account managers and sales teams understand their customer’s narrative.

Account Planning 142

Account Planning Co-Creation Account Management Negotiation 142

SBI Growth

FEBRUARY 4, 2013

Top sales performers are heading for the exits. Now is the time for HR and Sales leaders to break the cycle. In either case, it’s exit time for the best sales talent. Learn what customers value from the sales support team. Develop a customized job fit profile for sourcing. What can you do?

Onboarding 113

Onboarding Sales Decision-making Sales Management 113

Nutshell

JANUARY 14, 2020

The SaaS industry has different selling techniques , key metrics , and sales process activities compared to the ones you’d encouter while selling a tangible physical product or a more traditional service like a marketing consultation package. By the end, you should have a clear roadmap for reaching your or your company’s sales goals.

Sales 127

Sales Software Software CRM 127

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Asking questions is good.

Sales 98

Sales Sales Training Decision-making Value Proposition 98

CoSell

DECEMBER 31, 2020

Whether you’re a solo entrepreneur, a small business, or part of a larger organization, working with the right partners offers a way to expand awareness and build a loyal customer base. With sales insights, you can determine the best partners to seek out, work with, and grow together. Using a platform like CoSell.io

Sales 98

Sales Value Proposition Small Business Decision-making 98

Customer Think

MARCH 12, 2023

The following article was first published in the March 2023 edition of the always-excellent Top Sales Magazine - there's a subscription link at the bottom of this article.:A A key theme of this edition of Top Sales Magazine is selling on value rathe.

Value Proposition 52

Value Proposition Customer Value Publishing Sales 52

Brooks Group

MARCH 13, 2025

Microsoft Teams, Cisco Webex, Zoom, Google Meet, and GoTo Meetingno matter what program youre using, videoconferencing has changed sales and opened up new opportunities. Its a basic truth of sales performance that boosting customer understanding leads to greater success. They might as well be using tin cans and a string.

Communication 60

Communication Sales Training Meetings Decision-making 60

Force Management

MARCH 24, 2021

Companies often function in silos, with sales, marketing, product and operations working separately, instead of together toward common goals. As each department works to meet company goals on their own, inefficiencies become rampant, with sales performance likely becoming one of the largest frustrations.

Organization 78

Organization Sales Customer Value Meetings 78

Upland

MAY 22, 2024

When we speak about AI in sales and its potential impact, we would be remiss not to specifically focus on whitespace and AI. What is whitespace in sales? Surprisingly tricky to measure, sales whitespace is the existing untapped opportunity within customer accounts to cross-sell and up-sell.

Artificial Intelligence 195

Artificial Intelligence Media Prioritization Key Account Management 195

Force Management

APRIL 28, 2022

& ATLANTA--( BUSINESS WIRE )-- DecisionLink , a leader in secure, SaaS-based Customer Value Management solutions that simplify and automate customer value conversations at all stages of the customer journey, today announced a partnership with Force Management , a leading provider of sales force transformation solutions.

Organization 78

Organization Management Customer Value Sales 78

Flevy

MARCH 30, 2022

As defined by Clayton Christensen, author of the Innovator’s Dilemma, a Business Model consists of 4 elements: Customer Value Proposition – The Customer Value Proposition is the “job to be done.” The focus is on the key elements that create value for the customer and the company.

Innovation 111

Innovation Value Proposition Profitability Customer Value 111

SBI Growth

OCTOBER 29, 2018

Most companies acknowledge the merits of value-based pricing as an ideal. There are three reasons we frequently encounter: Confusing Product Value with Customer Value. Why then, do so many companies struggle to execute it in practice? Back in the early.

Customer Value 112

Customer Value Internet Negotiation Sales 112

Zendesk

NOVEMBER 16, 2021

Sales and customer service should be a natural fit. Both teams work to create successful customer interactions and move the company forward. Because sales and customer service (CS) teams are focused on different metrics, they rarely interact with each other.

Sales 98

Sales Customer Experience Profitability Meetings 98

Showpad

DECEMBER 5, 2021

In this interview, Tom shares how the partnership between marketing and sales made all the difference in rolling out a new digit al sales strategy. . “If I’ve worked myself into a marketing job, but 80% of my career has been in sales, account management, and creating marketing programming and other services to support sales teams. .

Digitalization 98

Digitalization B2B Sales Customer Value 98

PandaDoc

OCTOBER 14, 2020

Despite their power, many brands aren’t utilizing storytelling techniques in their sales strategy. It’s great to present your customers with facts and figures for your brand’s success. But an excellent sales pitch will use finely-tuned narrative techniques to wash these down. Stories Are Memorable.

Decision-making 111

Decision-making Sales Suppliers Advertising 111

Corporate Visions

MAY 22, 2019

The post Sales Strategy: What’s Most Effective? When you think about it, an effective sales strategy is all about making sure that your reps hit their quota, right? A Forrester Research study revealed that only 15 percent of sales calls add enough value, according to executives surveyed. A Great Message!

Sales 103

Sales Acquisition Decision-making Marketing 103

SBI

JANUARY 29, 2021

Mediafly Secures $25M to Accelerate Growth and Customer Value. Mediafly, a leading sales enablement and content amnagement technology platform that creates interactive, value-based selling experiences, today announced the completion of a $25 million growth round of funding. CHICAGO — January 28, 2020. About Mediafly.

Customer Value 36

Customer Value Investors Banking Healthcare 36

Hubspot Sales

DECEMBER 20, 2024

Over the past year, Ive learned about many use cases for AI across sales and marketing. AI is already a useful solution for many sales processes, from automating manual tasks to uncovering personal data. Using AI Pricing Models Why AI Pricing Models Are the Key to Sales Growth What Is an AI Pricing Model? AI pricing saves time.

Construction 52

Construction Profitability Acquisition Decision-making 52

PandaDoc

SEPTEMBER 17, 2024

Without a doubt, a strong drive for great numbers is at the heart of any high-performing sales team. Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line. Salespeople are busy. Let’s jump right in!

Sales 98

Sales CRM Software Software 98

Flevy

MARCH 8, 2022

Marketing, Sales, Engineering, Manufacturing, and Procurement. Due to the difficulty in managing these demands and balancing trade-offs, we cannot address issues like cost, customization, speed, and price in an effective, cross-functional manner. Customizers. Value Players. These are: Innovators. Premium Players.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

SBI Growth

FEBRUARY 23, 2014

You got the promotion to VP of Sales. You may be returning from Sales Kickoff. All great sales leaders have a plan on how to win. To accelerate your success, SBI has produced the VP of Sales Toolkit. Many new sales leaders waste time because they don’t know where to focus. They push for compensation changes.

Sales 75

Sales Decision-making Stakeholders Sales Training 75

Sales Gravy

OCTOBER 23, 2011

A salesperson selling janitorial and sanitation products to a group of hospitals came up with the idea of using a system similar to the one used for reordering pharmaceuticals to automatically reorder the janitorial products as they were being used u

Customer Value 40

Customer Value Sales 40

Zendesk

JUNE 30, 2022

The key to customer retention and lifetime value is after-sales service. In this guide, we’ll explain what after-sales service entails and reveal 10 core activities that can improve your after-sales statistics. What is after-sales service? Why is post-sale service important? Raise brand value.

Sales 98

Sales Decision-making B2C Profitability 98

Flevy

JANUARY 31, 2022

Mature markets, where the customer base begins to stagnate, call for structured Organic Growth founded on a superior Customer Value Proposition (CVP). CVP encompasses all that is gained by customers for the money they pay—material as well as intangible. proven success somewhere else. Capabilities-Forward Assessment.

Value Proposition 97

Value Proposition Customer Value Banking Innovation 97