Alice Heiman

NOVEMBER 29, 2022

Since his company was already selling an eLearning platform, he simply went to his existing customers to validate the idea. His founder-led sales approach paid off as he uncovered more and better ways to address the market need. 19:00] Instead of looking for new customers, focus on expanding your offer to existing customers. [21:30]

Top of Funnel 131

Top of Funnel Company Lead Rank Trade Show 131

Sales Hacker

SEPTEMBER 29, 2023

Over the past year, we’ve had tons of founders ask where they should be prioritizing their marketing dollars and resources considering the wild economic year that 2023 has unfolded as. Not only has the economy provided an added challenge, but there has been a general drop in the effectiveness of most traditional marketing channels.

Top of Funnel 100

Top of Funnel Marketing Ideal Customer Profile Channels 100

Product Management University

FEBRUARY 12, 2024

If you’re looking to climb the product marketing career ladder faster, here are five things you can do that’ll accelerate your climb. As a product marketer though, this is more about your strategy and execution tactics that lead to year-over-year revenue growth. Product marketing is not for prickly people with a “can’t-do” attitude!

Marketing 59

Marketing How To Segment Scale 59

Highspot

OCTOBER 6, 2022

Leaders from AWS, Siemens, Slack and more attend Highspot’s annual global customer conference to drive sales productivity with sales enablement. 6, 2022 — Highspot , the sales enablement platform that increases sales productivity, today announced its third annual global customer conference, Highspot Spark 2022.

Conference 97

Conference Customer Government Scale 97

Pipeliner

DECEMBER 16, 2023

The Evolution of Go-to-Market Strategies for SaaS Companies As the host of a podcast, I recently had the pleasure of interviewing Barrett King , a leading expert in go-to-market strategies for SaaS companies. The Shift in Go-to-Market Strategies Barrett and I delved into the evolution of go-to-market strategies for SaaS companies.

Strategy 59

Strategy Video Marketing Scale 59

Product Management University

NOVEMBER 17, 2022

After more than two dozen conversations with product management VPs and SVPs, I’m happy to report the market-facing, customer-value-driven product management I’ve long known is alive and well. Customer retention and new sales are always the key drivers. Here’s the reason I love the vertical market approach.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Marketing 52

Product Management University

AUGUST 3, 2020

All customer testimonials pretty much follow the same blueprint. Customer background. The problem the customer was facing before our solution. Benefits to the customer and success metrics. The Playbook: Customer Testimonials: The Wheel That’s Missing. Your New Blueprint for Customer Testimonials.

Customer 98

Customer Face-to-face Relationals Industry 98

Product Management University

JUNE 8, 2023

Quantifying customer value can turn the “what have you done for me lately ” question into a productive conversation that results in higher renewal rates and higher sales of add-on products/services. If you’re a customer success manager, it’s a familiar scenario. The time for renewal is fast approaching on one or more accounts.

Lead Rank 52

Lead Rank Lead Scoring Customer Benefit 52

Apptivo

OCTOBER 3, 2022

Who is a buyer and who is a customer? And, when and how does a buyer become a customer? The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. A customer is one who has made it his/her custom to buy at the business.

Marketing 98

Marketing Lead Rank Lead Scoring Campaigns 98

Smooth Sale

MAY 3, 2023

Advertising is a crucial component of any successful marketing strategy, but it can also be expensive, especially for small businesses and startups. Upon handing them out free to customers, employees, and locals, they will do the rest on your behalf. Design shirts that catch the eyes of others will feature your logo.

Advertising 144

Advertising Advertising Social Media How To 144

Babette Ten Haken

SEPTEMBER 5, 2018

How are your best value added customer experience efforts sabotaged, both pre- and post-sale? What you do, when you are not actively selling, engineering, coding and serving, adds value to each customer’s experience of how it is to work with you. Instead, value added customer experience becomes your responsibility. .

Customer 109

Customer SME Retention Engineering 109

Pipeliner

DECEMBER 8, 2019

David Meerman Scott is an American online marketing strategist and author of several books on marketing, including The New Rules of Marketing and PR. His marketing expertise is backed by real-world experience building businesses, running marketing and sales teams, and advising highly successful companies.

Customer 75

Customer Nonprofit Insurance Insurance 75

Product Management University

JULY 10, 2020

Here’s how to create business requirements that boost your marketing and sales proficiency. First, remember that the reasons you build new products and features are the same exact reasons the market buys them. Start With a Customer Business Goal. What Are Target Customers Doing to Eliminate the Obstacles?

Marketing 96

Marketing Scale How To Forecasting 96

SocialSellinator

AUGUST 10, 2023

One such progressive approach that has rapidly gained prominence is growth-driven digital marketing. Growth-driven digital marketing can be defined as an innovative approach that integrates the traditional principles of digital marketing to achieve sustainable growth.

Paid Content 73

Paid Content Webinar Metrics Strategy Marketing 73

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Most customers, in most situations, simply don’t need or want an in-person interaction. . Reimagining Sales Coverage.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Product Management University

MAY 24, 2021

It’s what your team can do for the customer. But if customer value is always the end game, make quantifiable customer outcomes the driving force in your product management maturity model and the path becomes shorter, faster and easier to measure. The Product Management Maturity Model: 3 Tiers of Customer Value.

Customer 98

Customer ROI B2C Retail 98

Babette Ten Haken

OCTOBER 15, 2018

Current and potential customers can tell us overstated stories. First of all, we are flattered that these customers contacted us. This connection signifies that we are doing our homework and are engaged in effective marketing. So are these current and potential customers. And lead us on and on and on.

Ideal Customer Profile 147

Ideal Customer Profile Customer SME Sales Qualified Lead 147

Pipeliner

DECEMBER 5, 2019

Today, Rob’s keynotes and workshops attract many diverse audiences, from Global 100 companies to growing entrepreneurial enterprises. Listen to our Sales Expert Insights interview as John and Rob cover the following points: What is the exact meaning of the customer decision cycle? What are Rob’s views regarding the same?

Customer 81

Customer Influencer Study Intent 81

Babette Ten Haken

AUGUST 27, 2018

Innovative customer experiences stand out from what customers are used to experiencing. Also, after the customer service rep, sales rep, engineer, field sales service rep, Quality professional departs, the customer asks themselves: “What just happened?”. Customers cannot get you out of their minds. Let’s explore.

Customer 88

Customer SME Retention Engineering 88

DiscoverOrg Sales

JANUARY 24, 2017

Now I live in Customer Success, where our strategic accounts team is applying a “starter kit” version of ABE in our best accounts. We have identified a list of Customers where value has been captured and ROI is impressive, but where we also feel a more strategic level of relationship is waiting to happen.

Account 120

Account Account Based Marketing Customer Jigsaw 120

Increase Sales

JUNE 30, 2014

This is best explained because in the past the marketing depattment handed off the fully qualified sales leads to lukewarm ones to the sales department. of all businesses here in the US having under 20 employees and far more constrained budgets, marketing departments are no longer separate entities. Now with 97.7% Share on Facebook.

Ideal Customer Profile 169

Ideal Customer Profile Sales Qualified Lead Objections Customer 169

Increase Sales

DECEMBER 8, 2014

Maybe it is just me, but have you found social media is spawning a lot of mediocre marketing? And worse yet, social media gives these crazy business professionals permission to sell without any thought about relationship building or even if they have connected with the i deal customer. Share on Facebook.

Social Media 148

Social Media Media Marketing Small Business 148

SBI Growth

DECEMBER 9, 2019

For some time now here at SBI, we’ve been describing the measurable benefits of taking a more holistic approach to customer experience. Taking a broader view of your customer’s experience usually requires an expanded line of sight for marketing –

Customer 218

Customer Strategy Benefit Marketing 218

Product Management University

JUNE 3, 2020

Market analysis is one of the first and most important steps in the success of any business, large or small, products and services. It offers a clear definition of WHO your target customers are, WHAT they value, WHY, and the competitive landscape you’re navigating. 3 Key Differences Between Product and Solutions Market Analysis.

Analysis 59

Analysis Marketing B2B Opportunity 59

Babette Ten Haken

FEBRUARY 12, 2018

Do you have confused customers? You just may be creating customer instability instead of executing a rock-solid customer retention strategy. Are you teeing customers up for success, or not? If your organization is strong in one area, but weak in the others, customer success is compromised. Let’s explore.

Customer 84

Customer Churn Retention SME 84

Product Management University

JUNE 21, 2023

Developing a content strategy for product marketing requires an approach similar to product positioning. It’s about meeting your target customers in their comfort zone with insightful content that strikes an emotional chord. Use words and phrases that are common among your target customers. What gets their attention?

Webinar Metrics 52

Webinar Metrics Strategy Marketing Distribution 52

Babette Ten Haken

JULY 18, 2018

Customer bombardment should be a no-brainer non-strategy. Especially when it comes to how not to create a positive customer experience. Yet what should be common sense often flies in the face of customer experience reality. Do you really know how many times customers receive notifications from your organization?

Webinar Metrics 59

Webinar Metrics Customer Strategy Real Estate 59

Product Management University

NOVEMBER 3, 2020

Product managers, there’s never going to be a time where customer retention priorities and wallet share growth opportunities have more overlap, i.e., not at odds. The pandemic has forced a lot of businesses to go directly to their customer base for growth as new logos are harder to come by. Think about it. Seize the opportunity.

Retention 98

Retention Exercises Customer Relationals 98

Product Management University

FEBRUARY 2, 2023

Product marketing roadmaps aren’t a staple in most B2B organizations, but there are a host of reasons they should be. The biggest reason metaphorically speaking, is they willingly “fence the salesforce” into your most lucrative markets and give them a shorter path to meeting sales quotas and revenue goals. What’s stopping them and why?

Revenue 52

Revenue Ideal Customer Profile Marketing Segment 52

Babette Ten Haken

SEPTEMBER 12, 2018

Or, the biz card or professional profile on LinkedIn is full of marketing and sales spiel and lingo which appears light-hearted and almost self-deprecating, with pseudo-titles created for what they do. However, the label itself can set up performance and customer experience expectations which may be unjustified. Image source: iStock.

Ideal Customer Profile 131

Ideal Customer Profile Positioning Customer Epiphany 131

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. Where could they be going wrong?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Partners in Excellence

APRIL 11, 2024

I learned how to get prospective customers to ask me how soon they could get my product/service. As a result, I’d get promoted, moved into specialist positions or new market segments. I soon as I figured anything out, I’d put together a small workshop on the topic. I even switched companies because I wanted a new challenge.

Face-to-face 105

Face-to-face Sales Methodology Compensation Segment 105

Babette Ten Haken

AUGUST 1, 2018

Customer success storytelling leverages customer experiences. These stories portray the actual experiences an organization’s own customers have, when working with that organization. How can organizations capture their customer success stories ? Customer success storytelling is about the customer-as-hero’s tale.

Customer 51

Customer Demand Generation Agencies Hiring Demand Generation 51

The ROI Guy

AUGUST 27, 2018

If you are using Interactive Value Selling and Marketing Tools, you may be sitting on a wealth of customer intelligence that you could be leveraging. Best, your prospects and customers willingly opt-in to providing the data, in order to get their personalized assessment and business value analysis results.

Ideal Customer Profile 55

Ideal Customer Profile Tools Eloqua Customer 55

Product Management University

OCTOBER 12, 2021

Product Marketing may be one of the most misunderstood and undervalued functions as evidenced by the fact that so many B2B organizations still don’t have it. If clearer differentiation and greater sales success are on your A-list, dispel these three product marketing myths and you’ll be on your way. Hardly product marketing!

Marketing 59

Marketing Demand Generation Demand Generation Targets Segment 59

Highspot

SEPTEMBER 1, 2020

September 1, 2020 – Seattle, WA – Highspot, the sales enablement platform that makes every customer conversation count, announced that the company’s inaugural global user conference, Highspot Spark 2020 , will take place on October 7-8. “Spark 2020 is built by and for our customers.

Conference 69

Conference Customer Face-to-face SalesForce 69

Women Sales Pros

JUNE 21, 2019

Strategies To Drive Sales It’s an age old problem, the friction between marketing and sales. In most organizations they are like oil and water with marketing feeling like they are doing all the heavy lifting – developing campaigns, strategies that tap new prospects and taking market awareness to a whole new level.

Marketing 114

Marketing Energy Margin Lead Rank 114