Sales and Marketing Management

FEBRUARY 12, 2020

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Customers have more power and more information than ever?—?they

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Understanding the Sales Force

JULY 6, 2022

As we wade deeper into recession, you will certainly agree that there are two things you must not lose: Customers/Clients. I also found a similar pattern as I did when I searched for "top sales blogs" last month as part of my research for the article, The Top 12 Sales Blogs of 2022 That Make You Think and Sell More.

Retention 193

Retention Customer Hubspot Compensation 193

SBI Growth

MAY 7, 2020

As a sales leader, you have most certainly heard the words “Customer Success,” especially if you are a sales leader for a subscription-based technology company. Some companies tout customer success as the critical driver of their growth. Many others, however,

Revenue 353

Revenue Customer Sales Company 353

No More Cold Calling

MAY 9, 2024

If you regularly read my blog, you know about the PITA client —”pain in the ass” prospects who drain your team’s time, resources, and morale. I’ve made the case many times that salespeople should walk away from a PITA sales opportunity as fast as you can. Question: How do you display integrity in sales? And that’s a fact.

Opportunity 194

Opportunity Cold Calling Quota Lead Rank 194

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

Smooth Sale

APRIL 5, 2024

Photo by Geralt Attract the Right Job Or Clientele: Why Is Your Business Not Attracting New Customers? Why is your business not attracting new customers? Our collaborative blog offers insights for the question, ‘Why is your business not attracting new customers? Otherwise, your business will end up paying the price.

Customer 91

Customer Social Media Hiring Licensing 91

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Ultimately, your sales and marketing strategies depend on it. What Are Customer Pain Points, And Why Are They Important? Types of Customer Pain Points. Common Customer Pain Points.

B2B 277

B2B Intent Signal Customer How To 277

Smooth Sale

DECEMBER 1, 2023

Photo by LeeRosario via Pixabay Attract the Right Job Or Clientele: How To Entice Your Automotive Customers Online Today, customers looking for vehicles for purchase or hire will do so by researching online first. Accordingly, our collaborative blog offers insights on How To Entice Your Automotive Customers Online.

Automotive 110

Automotive Paid Content Customer Advertising 110

Partners in Excellence

NOVEMBER 16, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Customers abandon the project and don’t buy any solution.

Sales Process 135

Sales Process Customer Top of Funnel Sales Qualified Lead 135

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Ultimately, your sales and marketing strategies depend on it. What Are Customer Pain Points, And Why Are They Important? Types of Customer Pain Points. Common Customer Pain Points.

B2B 246

B2B Intent Signal Customer How To 246

Tenbound

MAY 9, 2024

Understanding the Voice of the Customer: Key Components and Structure In today’s post ZIRP business environment, the concept of “Voice of the Customer” (VoC) has become critically important, and plays a huge role in shaping products and services that exceed expectations. What is the Voice of the Customer?

Customer 59

Customer Social Media Lead Rank Survey 59

Zoominfo

JUNE 3, 2018

Welcome to our June B2B Blog Post Round-Up—a series where we highlight the great work our writers contribute to some of our favorite publications. This month’s edition features content related to ABM, branding, customer experience, marketing reports, and so much more. 4 Ways Branding Contributes to the Customer Experience.

Account Based Marketing 154

Account Based Marketing B2B Campaigns Video 154

BuzzBoard

JANUARY 8, 2024

Elevating customer engagement within this landscape requires more than just transactions—it demands a personalized touch that resonates deeply with every small business individually and connects back to the local community they serve and thrive in. This ensures that customers receive content that is relevant and engaging at any given moment.

Customer 104

Customer Loyalty Small Business Small Business 104

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. Let’s start with that dream customer. Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.). What Is a B2B Sales Funnel?

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

The Sales Hunter

AUGUST 2, 2019

Do you have lousy customers? If you’re saying yes, then why do you think your customers are lousy? Are your customers lousy because your sales process attracts the wrong customers? It’s not a good enough reason to get a customer just to help make your monthly or quarterly number.

Customer 169

Customer Prospecting Sales Process Up-Sell 169

The Sales Hunter

AUGUST 30, 2019

Are your customers really bad, or do their expectations just not line up with yours? Bad customers are a result of failing to establish expectations with the customer that align with what you deliver. Watch this 35-second video: “Do You Have Lousy Customers?”: So, what’s the answer to bad customers?

Ideal Customer Profile 187

Ideal Customer Profile Customer Customer Service Call-back 187

Zoominfo

OCTOBER 24, 2018

Welcome to our October B2B Blog Post Round-Up. If you’re new to the ZoomInfo blog, we use our monthly round-ups to highlight the work our writers have done for outside publications. This month’s round-up covers a variety of topics including email marketing, sales reporting, storytelling and so much more. Let’s get into it!

B2B 140

B2B Buyer Persona Email Marketing Scale 140

Zoominfo

FEBRUARY 5, 2019

Welcome back to our B2B Blog Post Round-Up series. Create a practical exercise or project that mimics the actual responsibilities of the role—such as a writing prompt for content writers or a practice sales call for sales reps. In the most basic sense of the phrase, a buyer persona is a profile of your ideal customer.

B2B 150

B2B Buyer Persona Hiring Ideal Customer Profile 150

Nimble - Sales

OCTOBER 30, 2023

In the realm of customer-focused business strategies, the terms “customer support” and “customer service” are often used interchangeably. After all, both are dedicated to assisting customers and ensuring a positive experience.

Customer Service 57

Customer Service Analysis Customer Loyalty 57

Babette Ten Haken

DECEMBER 28, 2017

One Millimeter Mindset customer retention moves you and your organization one millimeter outside your current comfort level. One of the biggest differences has to do with how we acquire and then retain customers. More importantly, One Millimeter Mindset customer retention is about today and tomorrow, not yesterday. Take a read.

Retention 74

Retention Customer SME Engineering 74

Janek Performance Group

APRIL 30, 2024

In B2B sales, motivation often drives engagement, satisfaction, and, ultimately, success. Our blog Leveraging the Pygmalion Effect to Transform Sales Teams discussed how this concept can motivate and inspire sellers. But it is also critical to the customer’s experience. 87% expect sales reps to act as trusted advisors.

Motivation 62

Motivation Customer Lead Rank Loyalty 62

Partners in Excellence

DECEMBER 1, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Customers abandon the project and don’t buy any solution.

Sales Process 118

Sales Process Customer Top of Funnel Sales Qualified Lead 118

Babette Ten Haken

DECEMBER 27, 2018

My top 2018 Customer Experience blog post started off being a reflection of a topic near and dear to my heart. My little post ended up placing fourth out of thirteen entries in the 2018 Customer Experience Update MVP Awards in the category of Organizational Alignment and Company Culture. First, read and re-read this blog post.

Ideal Customer Profile 61

Ideal Customer Profile Customer SME Positioning 61

Partners in Excellence

MAY 22, 2022

What if we started applying the principles we leverage to create differential advantage, customer experience which drive retention, renewal, and growing our customers to our people. We know some things about our customers: They don’t care about how much we talk about our success, who we are, and our companies.

Customer 132

Customer Hiring Face-to-face Retention 132

Partners in Excellence

SEPTEMBER 12, 2022

” As we, sellers, look at the various pieces parts of selling—marketing, sales, customer service, etc—we tend to optimize these systems to achieve our separate goals. As a result we and our customers have a huge challenge. We focus on our effectiveness, efficiency, and productivity in generating revenue.

System 120

System Customer Objections Vendor 120

Babette Ten Haken

DECEMBER 12, 2018

Customer retention is a business growth, expansion and sustainability strategy. Yes, sales people usually get all the glory. However, in reality, customer retention is firmly in the hands of everyone else in the organization who usually is not part of the customer acquisition process. Enjoy this blog post?

Retention 61

Retention Ideal Customer Profile Customer SME 61

Alice Heiman

MARCH 7, 2022

Many of the challenges then and now are around finding new customers. . CraigZingerline shares the four channels your #GoToMarket Team should be looking at to acquire new #customers, and why it is important to know how you acquired them. He found very consistently that founders wanted to know the same things: How do you find customers?

Customer 125

Customer Referrals Channels Social Media 125

Carew International

JANUARY 14, 2021

In the world of professional sales and among Carew blog readers, the coronavirus pandemic and customer relationships were among the hot topics that defined 2020. Click on the links below to read our most popular sales blogs of 2020: Life Is Like Riding A Bicycle. How to Visit Customers in the Age of COVID-19.

Coaching 57

Coaching Sales Account Training 57

Force Management

OCTOBER 26, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness.

Customer 130

Customer How To Objections Strategy 130

Julie Hanson

DECEMBER 20, 2018

If your 2018 was as busy as mine, you may have missed the posts readers found most valuable, so I’ve compiled my Top 10 Sales Blog Posts of the year for you here. Note: The first post won “ First Place for Top Sales Content” in Sales Pro Central’s 2018 MVP Awards. ). 5 ways to Maximize Audience Attention).

Maximizer 92

Maximizer Sales Training Customer 92

Nimble - Sales

NOVEMBER 19, 2020

If you want to guarantee and maintain your company’s success, you need to attract more customers and retain the old ones. The post Why Customer Sales Complaints Are Good For Your Business appeared first on Nimble Blog. But how will you know […].

Customer 121

Customer Guarantee Sales Company 121

Partners in Excellence

OCTOBER 4, 2022

” This is a key issue, if your customer isn’t committed to doing the work, if they are taking shortcuts through their buying process; are these really high quality deals. We may have won the opportunity, but created the customer from hell! Or what brand damage does that customer create?

Customer 111

Customer Buyer Research Up-Sell 111

G2Crowd - Sales Blog

MAY 23, 2023

Personalizing your B2B sales strategy connects you with your customers and drives better sales. It helps you stand out from the crowd and earn better customer loyalty.

B2B 119

B2B Strategy Customer Loyalty 119

Partners in Excellence

AUGUST 22, 2022

Fred Copestake posed an interesting survey on LinkedIn, “ Is The Customer Always Right? ” It’s an interesting question, applying not only to customers, but also to each of us. All of us, customers included, will always think we are right. The post Is The Customer Always Right? What is important to them?

Customer 100

Customer Face-to-face Commission LinkedIn 100

Sales Hacker

JUNE 23, 2021

There’s more sales content than ever before – how do you sort through the noise? Since we deal with sales content on the daily, we thought we’d save you some time. Here are the seven best sales blogs (and five bonus sales newsletters!) Sales Hacker. Topics and discussion channels include: Sales management.

Top of Funnel 81

Top of Funnel Webinar Metrics Hubspot Cold Calling 81

Partners in Excellence

JUNE 6, 2022

I recently read an article about the coming Great Customer Resignation. None of this is a surprise, we’ve seen plummeting employee engagement for years (not just in sales). We, also, know there is very strong correlation between customer and employee engagement/satisfaction. The Great Customer Resignation is already here!

Customer 101

Customer Face-to-face Retention Vendor 101

Allego

JANUARY 18, 2024

In the rapidly evolving world of sales enablement , staying ahead of the curve is not just an advantage—it’s a necessity. The emergence of generative AI and the proliferation of GPTs has opened a new horizon for sales enablement managers, as it has for sales teams, promising greater efficiency, innovation, and revenue growth.

Sales Enablement 71

Sales Enablement Hiring Customer Webinar Metrics 71